Manager of Business Development Representatives
Accountabilities: Lead and manage a high-performing team of inbound US and outbound EMEA Business Development Representatives, establishing clear goals, benchmarks, and expectations for success.
Operate as a player-coach by modeling effective prospecting, cold calling, account engagement, communication, and qualification techniques.
Develop, implement, and continuously refine BDR playbooks, prospecting strategies, messaging, and workflows to improve pipeline generation.
Coach and mentor individual team members through call reviews, performance feedback, skill development, and targeted improvement plans.
Stay closely involved in day-to-day BDR activities, including call shadowing, messaging refinement, and hands-on engagement with team priorities.
Use Salesforce, Salesloft, ZoomInfo, Cognism, LinkedIn Sales Navigator, Chorus, Claude, and related revenue technologies to monitor performance, identify trends, and optimize execution.
Analyze inbound and outbound activity, conversion rates, pipeline contribution, and other performance indicators to identify opportunities for improvement.
Partner with Sales, Marketing, Demand Generation, and revenue leadership to align BDR objectives, optimize lead management, and strengthen the lead-to-opportunity process.
Collaborate on inbound marketing campaigns and ensure BDR activities are aligned with broader marketing and sales strategies.
Build a culture of accountability, continuous learning, collaboration, and high performance across the BDR organization.
Requirements:
At least 3 years of direct experience managing a BDR team, with a demonstrated record of leading and improving outbound performance.
Previous experience in a B2B SaaS environment is required, with experience in MarTech, digital asset management, or related enterprise technology considered particularly valuable.
Strong knowledge of BDR processes, prospecting methodologies, account engagement, lead qualification, and pipeline generation.
Advanced familiarity with Salesforce, ZoomInfo, LinkedIn Sales Navigator, Salesloft, Cognism, Chorus, Claude, or comparable sales and revenue technology platforms.
Excellent phone, written, verbal, and interpersonal communication skills, with the ability to model strong sales behaviors for the team.
Demonstrated experience creating, implementing, and refining BDR playbooks and prospecting strategies.
A strong player-coach mentality, with the willingness and ability to work alongside representatives, participate in calls, and provide hands-on coaching.
Strong analytical and data-driven decision-making skills, including the ability to interpret performance metrics and translate insights into actionable improvements.
Proven ability to mentor, motivate, and develop team members while creating a collaborative and high-energy environment.
Strong cross-functional collaboration skills and the ability to work effectively with Sales, Marketing, Demand Generation, and other stakeholders.
Fluency in English, both written and spoken.
Ability to work effectively in a fully remote environment with minimal travel, expected to be up to 5%.
Benefits:
Target compensation with on-target earnings of approximately $130,000–$175,000 USD , depending on experience, qualifications, skills, responsibilities, market data, and internal equity.
Medical coverage beginning on the first day of employment, with PPO and high-deductible plan options.
Dental coverage with PPO and HMO options, plus vision insurance.
Health Savings Account (HSA) and Flexible Spending Account (FSA) options, including medical, dependent care, and commuter/transit accounts.
401(k) savings plan with employer matching.
Company-paid basic life insurance, plus additional voluntary coverage options.
Company-paid short-term and long-term disability coverage.
Paid parental leave, including up to 12 weeks for maternity leave and 6 weeks for paternity leave.
Employee Assistance Program providing mental health resources and therapy consulting.
Flexible remote work environment and flexible scheduling designed to support work-life balance.
Access to professional development and online learning resources.
Collaborative, multicultural environment with opportunities to work across US, EMEA, and international teams.
Minimal travel, with up to 5% expected.
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