Manager, Business Development Representative

Manager, Business Development Representative

Who We Are:

Crafty elevates workplace food and beverage programs with enhanced services managed in one innovative, centralized platform. Founded in 2015, our mission is to help companies craft better workplaces. From Draft Kings to Robinhood to Zillow, we work with the world's biggest brands to foster a culture of employee connectivity and productivity. Headquartered in Chicago, with offices in New York and the Bay Area, Crafty manages food and beverage programs across 500+ offices, serving more than 400,000 employees per month.

Our commitment to crafting better workplaces starts from within. We are a team of passionate, resourceful, and hard-working trailblazers who love what we do. Our expertise spans technology, food and beverage operations, client success, fulfillment and more. At Crafty, our people are our greatest asset, because it's our people who foster a culture that makes our company a place worth being part of.

The Manager, Business Development is responsible for the day-to-day management and coaching of Crafty's BDR team to drive national pipeline generation and contribute to new business revenue. This role owns frontline management of the BDR function — from assisting in recruiting and onboarding to training, coaching, and performance management — and partners closely with Sales, Marketing, and Rev Ops to optimize outbound strategies and team effectiveness.

Success in this role looks like:

• Consistent achievement of both pipeline generated and SQO targets
• A high-performing, well-developed BDR team (6+ reps) with strong retention and clear career paths
• Proactive, data-driven leadership visibility through structured reporting
• A BDR function that continuously evolves through process and coaching improvements

• Team leadership and development: Leads and coaches a team of BDRs to achieve and exceed cold outreach targets and performance metrics. Develops personalized coaching plans based on call and email data, and proactively addresses performance gaps with clear expectations, support, and accountability.
• Training strategy and curriculum: Continuously improves a comprehensive training program covering cold emailing, cold calling, and social prospecting. Regularly updates materials to reflect industry trends and best practices, and delivers engaging onboarding and refresh sessions.
• Performance analysis and coaching: Uses data analytics to monitor individual and team performance, identify improvement opportunities, and provide structured feedback. Implements performance improvement plans for underperforming team members.
• Process enhancement: Collaborates cross-functionally with Marketing, Sales, and Rev Ops to align BDR efforts with company goals and continuously refines outbound prospecting processes based on team insights and results.
• Reporting and communication: Prepares regular performance reports and team updates for Revenue leadership. Communicates clearly and proactively, ensuring stakeholders are informed on pipeline health, team standouts, and risks.
• Hiring and talent management: Partners with Director of Sales and People Ops to help attract, recruit, and retain top BDR talent.
• Adaptability and initiative: Operates effectively in a fast-paced, constantly changing environment. Adjusts strategies quickly in response to business changes and models resilience for the team.

• 4+ years of experience in business development or sales, with 1+ years in a team management, training, or coaching capacity
• 18–24+ months as a top-performing BDR/SDR (consistently top-third of your team), ideally in a comparable B2B outbound motion.
• Experience creating or materially improving a core element of the outbound function,…