Manager, Business Development

Courser is a partnership platform that helps technology service companies identify and take the next step in growth. They are seeking an experienced Business Development Manager to lead, develop, and elevate a team of remote BDRs across the United States, focusing on training, team performance, and pipeline growth.

Responsibilities:

• Lead, coach, and hold accountable a team of 8 remote BDRs across the US. Set the standard, run weekly 1:1s, and build a culture where high output and continuous improvement are the expectation
• Get in the trenches with your reps. Review calls, break down sequences, and diagnose what's holding performance back. Build action plans, follow through, and don't accept excuses for missed standards
• Build and run structured training that makes reps better at the fundamentals — prospecting, cold outreach, qualification, and conversation. Own the playbook and keep it current
• Partner with recruiting on interviews, offers, and onboarding. Know what good looks like and don't settle
• Own speed-to-lead. Every inbound MQL gets a response in under 5 minutes, gets properly qualified, and moves through the funnel with urgency. Partner with marketing to tighten lead quality over time
• Own the numbers from first touch to held meeting. Know where the funnel is leaking, fix it, and hold the team to clear weekly benchmarks
• Design and own the outbound sequences across calls, email, and LinkedIn. Test what works, cut what doesn't, standardize the best across the team
• Build and maintain territory structure across regions and brands. Clear ownership, balanced coverage, aligned to ICP and GTM priorities
• HubSpot is the source of truth. Every lead worked, every outcome logged, every handoff clean
• Pull the data, tell the story, use it to drive decisions
• Work closely with sales, marketing, and product. Bring a point of view on what's working, what isn't, and where the team needs to go

Requirements:

• Bachelor's degree required; Business or related field preferred
• 5+ years in B2B sales, including 3+ years managing a BDR or SDR team of 8 or more across remote, distributed regions
• Proven ability to move the needle on activity and conversion metrics and coach others to do the same
• Hands-on experience building outbound sequences that produce results, not just activity
• Track record of recruiting, onboarding, and developing BDR talent from the ground up
• Experience designing multi-region territories aligned to ICP and GTM strategy
• Proficiency with HubSpot and sales engagement tools, with working knowledge of AI-powered tools for prospecting and performance analysis
• Strong communicator who builds trust with reps, peers, and leadership equally
• Willingness to travel within assigned regions as needed
• Experience in B2B sales within the MSP or IT services industry
• Proven ability to integrate AI tools into outbound workflows and day-to-day operations meaningfully
• Deep familiarity with outbound methodologies, cold outreach best practices, and what it takes to book and hold quality meetings
• Demonstrated success turning underperforming reps into consistent contributors
• Familiarity with sales engagement platforms that complement HubSpot workflows