Business Development Representative (BDR) Manager
As the North American Business Development Representative (BDR) Manager, you will be responsible for managing many aspects of the BDR & SDR program in concert with Sales Managers and Executives.
You will be responsible for the training, coaching, and managing of new and established BDRs in a very fast-paced and rapidly changing environment. In this role, you will be for better execution of our sales process, help to optimize our pipeline generation methodologies, improve the prospect experience, uncover strategies to coach and develop staff, and create scalable ways to drive team success.
As a data-driven organization, you will be required to use a variety of measurement tools including Salesforce.com dashboards and reports, Level 11, scorecards, and surveys to gauge the effectiveness of your work within your team.
What You'll Do:
- Lead by example by coaching towards skill and career development, and inspiring a culture of top performing team players
- Manage day to day leads, activities and tasks for North American BDRs & SDRs
- Manage the entire inbound and outbound pipeline generation process for North American BDRs & SDRs
- Work with Sales Managers and Executives towards common goals of pipeline generation and program development
- Display an ability to build confidence and trust with direct reports as well as provide developmental feedback for continuous improvement
- Develop the sales skill set required for ongoing success, and map out promotional path planning for BDR program
- Maintain headcount via recruiting, selecting, and training new talent for your team as needed
- Conduct effective one on one coaching sessions
- Maintain a high level of team morale and motivation
- Collaborate cross-functionally within the organization to move projects forward
- Foster open and effective communication between the multiple roles within your team structure
- Work to develop additional sales and automotive industry training and learning programs that address the needs of the entire sales organization
- Maintain professional and technical knowledge of the automotive industry and CarGurus
Who You Are:
- 3+ years of experience of quota carrying experience, previous management experience a plus, SaaS environment preferred
- Prior experience in a high-volume prospecting role comparable to CarGurus BDR position
- Experience coaching, leading and running a consultative sales process
- Superior coaching skills around skill development and sales discipline
- Detail oriented and possess the ability to manage multiple objectives simultaneously
- Strong analytic skills to identify team, sales, and program trends and results
- You are versed in sales training and coaching best practices
- You are versed in automotive industry best practices
- You have experience with and have coached to a variety of sales models/methodologies/processes
- You have a good understanding of how technology works from a conceptual standpoint and can effectively and succinctly teach technical information to a non-technical audience
- You love training and coaching. You are excited to make your team more successful and effective
- You can adapt easily to a rapidly-changing environment
- You can build relationships and command credibility with internal stakeholders
- You have superior communications skills, excellent verbal capacity, incredible writing skills and the ability to capture an audience during a presentation
- Advanced knowledge of Salesforce.com (advanced Excel knowledge is a plus)
Required Education
- B.A. or B.S. degree (An MBA is a plus)