Manager, Business Development

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The Manager, Business Development is a high-impact coach who is responsible for both setting the strategic direction of proactive outbound motion and driving the day-to-day execution excellence of their Business Development Representative (BDR/SDR) Team. This position is responsible for holding their teams accountable for key sales metrics including daily call volume activity, talk time, and  documentation, while managing sales forecast reporting.

The Manager, Business Development will coach, mentor, motivate, train, and support the sales team in scheduling qualified demos, utilizing a consultative selling approach and technique to solidify the team’s progress in developing their pipeline and ultimately selling new customers.

This role requires an analytical leader who can translate market intelligence into scalable strategies while actively coaching reps to master the art of critical thinking, advanced prospecting, and high-quality engagement.

• Leadership & Daily Coaching (50%)
  • Coaching & Mentorship:
    Conduct structured daily and weekly 1:1 coaching sessions focused on critical thinking, challenging the “why” behind rep activities, and improving strategic messaging quality over just activity volume. Create custom coaching plans to address individual challenges.
  • Call & Outreach Review:
    Systematically track, listen to, and score BDR/SDR calls and outreach campaigns. Provide immediate, actionable feedback on objection handling, discovery questions, and value articulation.
  • Pipeline Review & Health:
    Lead regular pipeline reviews, focusing on the quality, progression, and conversion rates of opportunities generated, ensuring alignment with strategic account targets.
  • Performance Management:
    Manage team performance by observing sales skills to identify areas for improvement and diagnose root causes. Set clear activity and pipeline goals (KPIs) and facilitate ongoing professional development and career growth for direct reports.
• Strategic Planning & Critical Analysis (40%)
  • Proactive Strategy Ownership:
    Design, implement, and rigorously test innovative, high-potential proactive business development strategies focused on Ideal Customer Profile (ICP) and key strategic accounts.
  • Market & Data Analysis:
    Utilize business intelligence, intent data, and CRM analytics to critically assess market segments, define the Ideal Customer Profile (ICP), and dynamically adjust team focus for maximum ROI.
  • Messaging & Positioning:
    Partner with Marketing and Sales Leadership to refine and socialize advanced talking tracks and value propositions that elevate the team’s ability to engage critically and secure qualified meetings.
  • Process Optimization:
    Critically evaluate and optimize the team’s tech stack (e.g., Sales Engagement, CRM logging) and processes to ensure high-quality data capture and workflow efficiency.
• Execution & Reporting (10%)
  • Executive Reporting:
    Provide weekly and monthly performance reports and strategic recommendations to Sales Leadership, highlighting key trends in team execution and strategy effectiveness.
  • Work with GTM Stakeholders:
    Cross-collaboration across GTM team to ensure business objectives are being met. Provide meaningful feedback from sales training and partner with sales enablement to create coaching plans for on‑going development.
  • Work collaboratively with Sales Management, Sales Operations, Customer Care, Marketing, Product Management, Strategic Accounts, Market Intelligence, and Accounting teams to identify, define and develop ongoing training and tools which will enhance sales performance.
• This job description in no way implies that the duties listed here are the only ones that team members can be required to perform.

• Team Leadership: 2+ years of experience leading, coaching, and managing a team of BDRs, SDRs, or similar high‑tempo outbound sales professionals.
• Coaching…