Summary
The Senior Manager of Business Development leads a team of Business Development Representatives (BDRs) focused on outbound prospecting, cold calling, and generating qualified meetings for the sales organization. This role is responsible for setting strategy, coaching and developing the team, optimizing outreach processes, and driving performance to meet pipeline and revenue goals. Working closely with sales and marketing leadership, the Senior Manager ensures alignment on target accounts, messaging, and lead handoff. Success in this role requires strong people leadership, data-driven decision-making, and a passion for building high-performing, motivated teams.
Key Responsibilities:
- Manage a team Business Development Representatives (BDR)
- Own and be accountable for the team's overall quota attainment and performance metrics
- Conduct regular team 1:1s, team meetings, and ongoing training sessions
- Provide day-to-day guidance and performance management for team members
- Define team goals and align them with organizational objectives
- Maintain territory alignment and coverage strategy
- Partner with cross-functional teams on training initiatives to support both new hires and ongoing rep development
- Maintain strong collaboration with Sales Managers to align on pipeline strategy, challenges, and progress
- Set and maintain an operating rhythm on the team and ensure system hygiene across the team
Qualifications:
- 2+ years experience in a BDR management role with demonstrated success in team quota attainment
- Proven experience managing and developing individual contributors
- Understanding of sales pipeline metrics, GTM strategy, and business development processes
- Ability to think strategically while managing day-to-day execution
- Excellent communication, coaching, and performance management skills
- Experience with CRM platforms (e.g., Salesforce) and sales enablement tools
- Background in SaaS or tech environments strongly preferred
- Experience with sales forecasting and reporting
