Business Development Manager

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