BDR Manager

BDR Manager (Hybrid)

RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance.

Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.

For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce.

If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team! For more information, go to

RSA is seeking a results-driven Manager, Business Development to lead and develop our Business Development Representative (BDR) team.

This leader will be responsible for building a high-performing outbound business development organization that consistently generates qualified pipeline and creates new business opportunities for RSA. The ideal candidate is an experienced sales development leader who is passionate about coaching and developing people, creating accountability, and building repeatable processes that drive measurable results.

This Business Development Leader will work closely with Account Executives, Marketing, Sales Operations, and Account Executive leadership to align BDR activities with RSA's broader go-to-market strategy. This is a highly visible leadership role for someone who can balance people leadership, sales strategy, operational discipline, and hands-on coaching.

• Lead, coach, mentor, and develop a team of Business Development Representatives.
• Establish a culture of accountability, ownership, collaboration, and continuous improvement.
• Conduct regular 1:1s, pipeline reviews, coaching sessions, and performance reviews.
• Identify individual strengths and development opportunities and create actionable coaching plans.
• Establish clear expectations around activity, meetings, pipeline generation, and overall performance.
• Recruit, interview, onboard, and develop new BDR talent.
• Build career development plans that prepare high-performing BDRs for future opportunities within Sales and the broader organization.

• Own the BDR team's strategy for generating qualified outbound pipeline.
• Develop and continuously improve prospecting strategies, messaging, account targeting, and outreach cadences.
• Partner with Account Executives to establish territory and account prioritization strategies.
• Ensure BDRs effectively identify, research, engage, and qualify prospective customers.
• Drive consistent execution across outbound calling, email, social selling, and other prospecting channels.
• Identify opportunities to improve conversion rates throughout the prospecting and qualification process.
• Ensure BDR efforts align with RSA's strategic markets, customer segments, products, and revenue objectives.

• Partner closely with Account Executives to create strong alignment between BDRs and the field sales organization.
• Establish clear expectations for meeting quality, qualification, handoff, and follow-up.
• Participate in account planning and territory strategy sessions.
• Help BDRs understand RSA's solutions and effectively communicate business value to prospective customers.
• Collaborate with Sales leadership to identify gaps in pipeline coverage and develop strategies to address them.

• Establish and monitor key performance indicators for the BDR organization.
• Track activity, meetings, conversion rates, pipeline generated, and other leading and lagging indicators.
• Use Salesforce and sales engagement technologies to analyze performance and identify trends.
• Maintain consistent reporting and operating rhythms for the BDR organization.
• Provide regular performance updates, insights, and recommendations to account executive teams and leadership.
• Address performance issues quickly and constructively through clear expectations, coaching, and accountability.

• Build and maintain scalable BDR processes, playbooks, and best practices.
• Develop onboarding and ongoing training programs for the BDR team.
• Partner with Marketing, Sales Operations, and Enablement to improve messaging, campaigns, tools, and processes.
• Continuously evaluate the effectiveness of sales development tools and technologies.
• Identify opportunities to automate and streamline BDR workflows while maintaining a high-quality…