BDR Manager

Leads and develops a BDR team responsible for outbound prospecting, inbound qualification, and pipeline generation across commercial and enterprise segments. The role requires extensive B2B SaaS experience, direct people management, strong coaching ability, and data-driven operational leadership.

About the job

Responsibilities

Lead, Coach, and Develop the BDR Team

Directly manage BDRs responsible for outbound prospecting, inbound lead qualification, lead nurturing, and qualified pipeline generation.
Conduct 1:1 coaching, call reviews, pipeline reviews, and performance feedback.
Set expectations for activity, meetings, qualified opportunities, pipeline creation, and performance.
Build individualized development plans and career paths.
Identify performance gaps and provide actionable coaching.
Foster a culture of accountability, learning, recognition, and continuous improvement.
Partner with Sales leadership to recruit, onboard, ramp, and retain BDR talent.

Drive Pipeline Generation

Own pipeline generation goals across Commercial, Mid-Enterprise, and Enterprise segments.
Develop outbound prospecting strategies that generate qualified meetings and pipeline.
Establish processes for inbound lead response, qualification, routing, and follow-up.
Align BDRs and Account Executives on target accounts, messaging, qualification standards, and opportunity handoffs.
Monitor pipeline quality and funnel conversion.
Refine messaging, sequences, talk tracks, and outreach strategies for enterprise security buyers.

Performance Management and Operations

Establish and manage BDR KPIs, activity expectations, pipeline targets, conversion metrics, and dashboards.
Run team meetings, 1:1s, pipeline reviews, call coaching sessions, and performance reviews.
Analyze performance trends and identify coaching and improvement opportunities.
Monitor outreach-to-meeting, meeting-to-opportunity, and pipeline conversion.
Partner with Revenue Operations to improve reporting, lead routing, territory alignment, CRM hygiene, and productivity.
Use data to improve capacity, productivity, conversion, and pipeline attainment.

Build an AI-Enabled BDR Motion

Help BDRs use AI and automation for prospect research, personalization, messaging, prioritization, and productivity.
Implement workflows using intent signals, enrichment data, AI-assisted prospecting, and sales engagement technology.
Automate repetitive work while preserving personalized outreach.
Experiment with prospecting strategies, messaging, channels, and technologies.

Cross-Functional Partnership

Partner with Account Executives and Sales leadership on territory and pipeline priorities.
Collaborate with Marketing on campaigns, inbound follow-up, target accounts, events, and messaging.
Work with Product Marketing and Sales Enablement on product knowledge, competitive positioning, buyer personas, and value propositions.
Partner with Revenue Operations on systems, reporting, processes, and workflows.
Bring prospect and team feedback to go-to-market leadership.

Requirements

5+ years of B2B SaaS sales development or business development experience, including high-performing individual contributor experience.
2+ years of direct people management experience leading BDR or SDR teams.
Track record of coaching BDR or SDR teams to meet or exceed pipeline goals.
Experience managing individual contributors, including performance management, career development, onboarding, and coaching.
Strong understanding of outbound prospecting, inbound qualification, account-based prospecting, and pipeline generation.
Experience partnering with Account Executives and Sales leadership on territory and account strategies.
Coaching expertise in cold calling, email outreach, objection handling, discovery, qualification, and prospecting strategy.
Data-driven approach to activity, conversion, meeting, opportunity, and pipeline metrics.
Experience with modern CRM and sales engagement platforms.
Understanding of intent data, enrichment tools, sequencing, personalization, AI, and automation.
Ability to build a high-performance culture focused on employee development.
Comfortable as a hands-on frontline manager.
Ability to thrive in a fast-paced startup environment.
Excellent communication, organization, and cross-functional collaboration skills.

Nice to Have

Experience managing BDRs or SDRs in cybersecurity, enterprise SaaS, fraud prevention, threat intelligence, or an adjacent market.

Skills

B2B SaaS, Outbound Prospecting, Inbound Qualification, Account-Based Prospecting, Pipeline Generation, Cold Calling, Email Outreach, Objection Handling, CRM, Sales Engagement Platforms, Intent Data, Data Enrichment, AI Automation, Salesforce