Business Development Manager

Role Overview

The Outbound BDR Manager is a frontline people leader responsible for driving consistent, high-quality pipeline generation for North America New Logo Acquisition. This role directly manages a team of BDRs and is accountable for daily execution, coaching, prioritization, and performance against activity, pipeline, and contribution targets.

The BDR Manager operates as a playercoach, deeply involved in deal qualification, outbound strategy, and talent development. They also leverage FBS tools and best practices to drive continuous improvement within the team.

Key Responsibilities

1. Team Leadership & Coaching

• 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.

2. Pipeline Generation & Quality

• 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.

3. Execution Management & Operating Rhythm

• 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.

4. Cross-Functional Alignment

• 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.

5. Talent Development & Readiness

• 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.

6. Process & Continuous Improvement

• 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.

Qualifications

• 36 years of BDR/SDR experience in B2B SaaS, preferably 13 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.

Success Measures

• Consistent achievement of team pipeline and meeting targets.
• Improved conversion rates from lead to opportunity.
• Increased BDR productivity and time-to-ramp.
• Strong internal partnership satisfaction with Sales and Marketing.
• High engagement, retention, and readiness progression within the BDR team.