GTM Growth Manager

About The Role

The GTM Growth Manager leads the BDR organization within Marketing and owns the operating system that turns inbound demand and targeted outbound activity into qualified, sales-accepted pipeline. The team includes two enterprise outbound BDRs, one Healthcare outbound BDR, one Energy outbound BDR, and two generalized inbound BDRs based offshore.

The GTM Growth Manager leads the BDR organization within Marketing and owns the operating system that turns inbound demand and targeted outbound activity into qualified, sales-accepted pipeline. The team includes two enterprise outbound BDRs, one Healthcare outbound BDR, one Energy outbound BDR, and two generalized inbound BDRs based offshore.

This is a hands-on people leadership and pipeline execution role. The manager translates go-to-market priorities into rep-ready plays, coaches the team, maintains disciplined handoffs with Sales, and uses funnel data to improve conversion. The role carries a team pipeline target and does not rely on an individual prospecting quota as the primary measure of success.

Build one connected growth engine with fast, consistent inbound qualification; focused enterprise and vertical outbound; and clear accountability from first touch through sales acceptance.

• Inbound demand is handled through a reliable, measurable process with clear response, qualification, routing, and recycling standards.
• Outbound reps run focused account and vertical plays that create qualified pipeline, not just meeting volume.
• Sales trusts BDR handoffs because acceptance criteria, context, and follow-up expectations are clear.
• Marketing receives structured feedback from live prospect conversations and uses it to improve campaigns, content, targeting, and messaging.
• Leadership can forecast BDR contribution using a consistent scorecard by source, play, vertical, and rep.

• Manage six BDRs across the United States and offshore locations, with clear goals, role expectations, capacity plans, and performance standards.
• Run weekly one-on-ones, call and sequence reviews, pipeline inspection, coaching plans, and regular performance calibration.
• Build onboarding and ongoing enablement for enterprise, Healthcare, Energy, and inbound qualification motions.
• Create one team culture across locations while preserving distinct inbound and outbound responsibilities.
• Partner with People teams on hiring, performance management, career development, and succession planning.

• Define and manage tiered response SLAs, qualification standards, routing logic, meeting scheduling, dispositions, and lead recycling.
• Ensure the two inbound BDRs can qualify across the portfolio and elevate strategic or complex inquiries through a documented path.
• Inspect lead quality, response coverage, meeting show rates, sales acceptance, and opportunity conversion to identify leakage.
• Maintain QA, call guidance, objection handling, and process documentation for the offshore team.
• Work with Revenue Operations to keep routing, alerts, ownership, and CRM data accurate.

• Translate quarterly Marketing and Sales priorities into named-account, enterprise, Healthcare, and Energy plays.
• Co-develop target account lists, personas, triggers, messaging, offers, and multichannel sequences with Campaign Management.
• Set account coverage and follow-up standards, inspect execution quality, and remove obstacles that slow prospecting.
• Use prospect feedback and performance data to improve plays, retire weak approaches, and scale the motions that produce accepted pipeline.
• Keep vertical playbooks aligned to approved current-state messaging and separate present capabilities from roadmap themes.

• Co-own qualification criteria, handoff requirements, rejection reasons, service levels, and feedback loops with Sales and Revenue Operations.
• Establish weekly operating reviews for performance and pipeline, plus recurring calibration with sales leaders and AEs on quality.
• Coordinate outbound account ownership and contact strategy so BDR activity supports, rather than conflicts with, AE plans.
• Resolve routing, coverage, and ownership issues quickly, with clear decision rights and documented changes.
• Represent frontline buyer feedback in campaign planning, messaging reviews, and quarterly go-to-market decisions.

• Own the BDR forecast, team scorecard, capacity view, and weekly reporting to Marketing and Sales leadership.
• Track leading and lagging indicators across inbound and outbound, including held meetings, sales acceptance, opportunities, sourced pipeline, and downstream conversion.
• Partner with Revenue Operations on attribution, dashboard definitions, CRM hygiene, and tool adoption.
• Use conversion data to adjust staffing, territories, account lists, enablement, sequencing, and campaign…