Manager, Marketing Business Development

Manager, Marketing Business Development Representatives (MBDR)

The Manager, MBDR leads a team responsible for converting marketing demand and outbound prospecting into a qualified sales pipeline. This role sits at the intersection of Marketing and Sales, driving performance across lead conversion, appointment setting, and early‑stage pipeline creation, while ensuring team productivity, KPI attainment, and continuous optimization of outreach strategies.

• Team Leadership & Performance Management – Hire, onboard, and develop a high‑performing MBDR team; set clear activity, conversion, and pipeline targets; coach reps on cold calling, objection handling, and qualification; conduct monthly 1:1s, call reviews, and performance management; partner with Field Marketing on events; partner with Inside and Front line sales for smooth lead‑to‑opportunity transition.
• Pipeline & Conversion Accountability – Own MQL → SAL conversion performance; ensure consistent delivery of qualified meetings and pipeline contribution; monitor funnel metrics (lead response time, connect rates, meeting quality); enforce SLAs for inbound follow‑up and outbound execution.
• Operational Excellence & Process Discipline – Establish and optimize outreach cadences and call frameworks; ensure Salesforce hygiene (activity tracking, lead status, attribution); standardize qualification criteria and handoff processes; drive consistency across regions and campaigns.
• Marketing & Sales Alignment – Partner with Marketing on campaign execution, lead quality, and targeting; align with Sales leadership on meeting expectations and feedback loops; translate campaign strategy into MBDR execution plans.
• Data, Reporting & Optimization – Analyze performance data to identify gaps and improvement opportunities; report on activity, conversion, and pipeline metrics to leadership; optimize scripts, messaging, and targeting based on insights; contribute to ROI and attribution tracking (campaign → pipeline).

• Bachelor’s degree or equivalent experience.
• 5+ years in SDR/BDR/inside sales or demand generation roles.
• 2+ years of people management experience.
• Proven track record of hitting pipeline or meeting generation targets.
• Strong understanding of CRM systems (Salesforce preferred).

• Experience in a marketing‑led demand generation.
• Familiarity with tools like 6sense, Zoom Info.
• Experience managing inbound + outbound hybrid teams.
• Data‑driven mindset with funnel metrics.

• Sales Coaching & Talent Development
• Pipeline & Funnel Management
• Cross‑Functional Leadership
• Data‑Driven Decision Making
• Execution Discipline & Accountability

Hiring salary range: $90,000 – $100,000 (salary to be determined by the education, experience, knowledge, skills, and abilities of the applicant, internal equity, location and alignment with market data).

Competitive salary, paid vacation/holidays/sick time, comprehensive benefits package including 401K, medical, dental, and vision care.

Johnson Controls International plc. is an equal employment opportunity and affirmative action employer and all qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, age, protected veteran status, genetic information, sexual orientation, gender identity, status as a qualified individual with a disability or any other characteristic protected by law.