Business Development Representative, Manager

General Summary:

The Business Development Manager leads the Business Development Representative (BDR) team and owns the creation of qualified enterprise and mid-market pipeline. This role is accountable for team quota attainment, for hiring and developing BDR talent, and for designing the outbound strategy, segmentation, and process the team executes against. Partnering with Sales, Marketing, Revenue Operations, and Revenue Enablement, this position sets targeting and ideal customer profile (ICP) priorities, establishes service levels for lead qualification and handoff, and represents the business development function in go-to-market planning.

This position is accountable for team results rather than individual pipeline contribution. Success is measured by team quota attainment, pipeline quality and conversion, BDR ramp time, and the retention and progression of BDR talent into sales roles.

Essential Job Functions: *

Essential functions are the basic job duties that an employee must be able to perform, with or without reasonable accommodation. The function is considered essential if the reason the position exists is to perform that function.

• Own creation of qualified enterprise and mid-market pipeline, with accountability for team quota attainment and contribution to revenue targets

• Hire, onboard, develop, and retain BDR talent; own performance management including goal setting, regular one-on-ones, performance reviews, and corrective action

• Build career paths for BDRs and prepare them for progression other sales roles

• Define outbound strategy including segmentation, territory and account assignment, channel mix, and team capacity planning

• Set and manage individual and team quotas, activity standards, and performance expectations in partnership with sales leadership

• Own BDR forecasting, capacity modeling, and headcount planning; provide regular performance reporting to sales and revenue leadership

• Design and continuously improve BDR process, including qualification criteria, handoff standards, and service level agreements with Sales and Marketing

• Own the BDR technology stack in partnership with Revenue Operations, including CRM configuration, sequencing platforms, and data and intelligence tools

• Coach to measurable skill improvement through call reviews, pipeline reviews, and structured feedback; identify and address performance issues directly

• Partner with Marketing and Revenue Enablement on account-based and event-driven pipeline programs, aligning targeting, messaging, and follow-up

• Partner with Revenue Enablement on BDR onboarding, ramp curriculum, and ongoing skill development

• Represent the business development function in go-to-market planning, reporting on performance, risk, and investment needs

Supportive Job Functions: *

These tasks do not meet the Americans with Disabilities Act definition of essential job functions and usually equal 5% or less of time spent. However, these tasks still constitute important performance aspects of the job.

• Contribute to development of outbound messaging, sequences, and playbooks

• Lead and participate in team meetings, training sessions, and enablement programs

• Provide feedback on tools, processes, and systems to improve BDR productivity

• Participate in interviewing and hiring for adjacent sales roles as needed

• Support special projects and initiatives related to pipeline generation and GTM strategy

Education, Experience, and Certification: *

Minimum requirements needed to perform the job.

• Bachelor's degree or equivalent work experience required

• 7+ years of experience in Business Development, SDR/BDR, Sales, or related roles within an enterprise sales environment

• 2+ years directly managing a team, including hiring, coaching, and performance management

• Proven track record of leading a team to consistent attainment of pipeline and meeting targets

• Experience building or materially improving a BDR function, process, or playbook preferred

• Experience in data, SaaS, or related industries

Scope of Job:

1. Direct management of Business Development Representatives, with responsibility for hiring, performance management, and development

2. Accountable for team quota attainment and pipeline contribution rather than individual quota

3. Works cross-functionally with Sales, Marketing, Revenue Enablement, and Revenue Operations leadership to drive alignment and execution of GTM strategies

4. Directly impacts pipeline creation, conversion rates, and overall revenue growth

5. Influences BDR team performance, ramp time, retention, and progression of talent into sales roles

6. Access to confidential company data and employee information, including compensation, performance, and personnel records