As the Business Development Representative (BDR) Manager, you will develop and grow the BDR skillsets to help them progress in their sales careers and will serve as the Go-To expert in the sales organization for best outbound pipeline generation practices.

The BDR Manager will build and manage a team of 15 (and growing!) Business Development Representatives. You will serve as a process, best practices, and industry expert to help the business development team generate qualified leads, grow the sales pipeline, and ultimately help grow our customer base to drive revenue. As the BDR Manager, you will help all members of the team strategize the best way to target accounts and develop new opportunities for our Corporate, Global, and Enterprise sales teams. You will work with the Sales Enablement team to provide the BDR’s with continuous learning to help them overachieve their quota and identify and make recommendations for improvement on phone and email outreach.

The ideal candidate has prior experience leading a team of BDRs at an enterprise SaaS company. You will have an intimate knowledge of challenges BDRs commonly face and best practices as to how to overcome those challenges. The ideal candidate is someone who has previously been in a quota carrying role and overachieved in it. You will be an enthusiastic and motivational leader who can foster collaboration within the BDR team and across the sales team members.

Job Duties

• Recruit, coach, mentor, and motivate a team of 15 BDRs to help each individual overachieve quota.
• Drive qualified sales meetings for the Sales teams resulting in pipeline creation
• Identify and make recommendations to help improve productivity, efficiency, and processes
• Create, define, and document a repeatable scalable process for generating pipeline as the company grows
• Establish 30-60-90 day plans for BDR roles.
• Create and deliver accurate analysis on individual/team results and maintain systems to accurately track, manage, and report metrics
• Create or manage the cadence for review within team, conduct weekly 1:1s with each BDR team member, and drive career progression paths for BDRs
• Work closely with Sales representatives and management to ensure lead quality and quantity and align territory strategy tactics and foster collaboration with mid-market and field sales representatives to penetrate targeted accounts and identify sales opportunities
• Work with Sales Enablement to schedule individual and team training plans on a regular basis
• Evaluate team performance to ensure incorporation of taught techniques
• Provide coaching; developing outcome improvement resources
• Create an open-communication climate and gather team members’ preferences for potential training

Management Skills and Qualifications

• High degree of motivation, energy, and creativity in a fast paced organization
• Proven work experience as a Business Development Manager
• Understanding of sales process and best with direct experience
• Experience with Sales management and lead generation software tools (SFDC, Linked in, ZoomInfo, etc)
• Excellent communication and presentation skills
• Experience managing and improving BDR KPIs
• Consistent track record of quota overachievement as manager
• Results oriented, metrics driven track record
• Strong organizational and team management skills
• BS degree in Business Management or relevant field
• General skills: Motivating Others, Team building, Providing Feedback, Coaching, Self-Development, Motivation for Sales, Self-Confidence, Sales Planning, Orienting Employees