Accruent is a leading provider of solutions for unifying the built environment, and they are seeking a Business Development Manager to lead a team of BDRs focused on new logo acquisition. This role involves coaching, performance management, and pipeline generation to drive consistent growth in North America.
Responsibilities:
- Lead, coach, and develop a team of inbound and outbound BDRs focused on new logo pipeline creation
- Establish clear expectations around daily activity, qualification quality, and pipeline contribution
- Conduct regular 1:1s, call reviews, deal reviews, and skill-based coaching sessions
- Reinforce sales methodology, ICP discipline, messaging consistency, and qualification rigor
- Foster a high-performance, feedback-driven team culture
- Own team-level pipeline targets aligned to acquisition revenue goals
- Ensure BDRs effectively identify, prospect, and qualify target accounts and buyers
- Actively participate in account planning, outbound sequencing, and top-account strategy
- Partner with AEs to ensure high-quality handoff and alignment on target accounts and win strategies
- Continuously improve lead qualification standards to maximize conversion to sales
- Drive daily, weekly, and monthly operating cadence including standups, pipeline reviews, and forecast alignment
- Monitor KPIs including activity, meetings set, SALs, pipeline value, and conversion rates
- Identify performance gaps early and implement targeted interventions
- Ensure accurate and timely CRM hygiene and reporting
- Partner closely with Marketing to align on ICPs, lead flow, campaigns, and outbound plays
- Collaborate with Sales Leadership to align BDR priorities with territory and account strategies
- Provide structured feedback to Marketing and Product based on market signals and prospect feedback
- Onboard and ramp new BDRs quickly and effectively
- Develop clear career paths and readiness criteria for advancement into AE or senior roles
- Identify high-potential talent and create individualized development plans
- Continuously refine outbound motions, messaging, and targeting based on performance data
- Leverage best practices in SaaS BDR management to drive scalability and efficiency
- Support enablement initiatives related to tools, messaging, and methodology adoption
Requirements:
- 3–6 years of BDR/SDR experience in B2B SaaS, preferably 1–3 years in a people management role
- Proven success building and leading high-performing BDR teams in an enterprise or mid-market SaaS environment
- Strong understanding of outbound prospecting, inbound qualification, and pipeline metrics
- Demonstrated ability to coach for skill, behavior, and results
- Strong collaboration skills with Sales, Marketing, and Enablement
- Experience with CRM and engagement tools such as Salesforce, Outreach, Salesloft, or similar
- Ability to operate with urgency, structure, and accountability in a growth environment
- Willingness to travel periodically for team and leadership meetings