BDR Manager

Responsibilities

Team Leadership & Development

• Lead, coach, mentor, and develop a team of Business Development Representatives.
• Establish accountability, ownership, collaboration, and continuous improvement.
• Conduct 1:1s, pipeline reviews, coaching sessions, and performance reviews.
• Identify development opportunities and create actionable coaching plans.
• Set expectations for activity, meetings, pipeline generation, and performance.
• Recruit, interview, onboard, and develop BDR talent.
• Build career development plans for future Sales opportunities.

Pipeline Generation & Outbound Strategy

• Own the BDR team's qualified outbound pipeline strategy.
• Improve prospecting strategies, messaging, account targeting, and outreach cadences.
• Partner with Account Executives on territory and account prioritization.
• Ensure BDRs research, engage, and qualify prospective customers.
• Drive execution across calling, email, social selling, and other channels.
• Improve conversion rates throughout prospecting and qualification.
• Align BDR efforts with strategic markets, customer segments, products, and revenue objectives.

Sales Alignment

• Partner with Account Executives and field sales leadership.
• Set expectations for meeting quality, qualification, handoff, and follow-up.
• Participate in account planning and territory strategy sessions.
• Help BDRs communicate RSA's solutions and business value.
• Identify pipeline coverage gaps and develop corrective strategies.

Performance Management & Reporting

• Establish and monitor BDR key performance indicators.
• Track activity, meetings, conversion rates, pipeline generated, and other performance indicators.
• Use Salesforce and sales engagement technologies to analyze performance and identify trends.
• Maintain reporting and operating rhythms.
• Provide performance updates, insights, and recommendations to leadership.
• Address performance issues through expectations, coaching, and accountability.

Process & Enablement

• Build scalable BDR processes, playbooks, and best practices.
• Develop onboarding and ongoing training programs.
• Partner with Marketing, Sales Operations, and Enablement on messaging, campaigns, tools, and processes.
• Evaluate sales development tools and technologies.
• Automate and streamline BDR workflows while maintaining prospect experience quality.
• Stay current on sales development trends and prospecting best practices.

Requirements

• 3+ years of experience in business development, sales development, inside sales, or a related sales function.
• 1+ years of experience managing, coaching, or leading a BDR, SDR, or business development team.
• Demonstrated success building pipeline through outbound prospecting.
• Proven ability to coach sales professionals and improve individual and team performance.
• Strong understanding of sales development metrics, pipeline generation, qualification, and conversion.
• Experience working closely with Account Executives and other sales stakeholders.
• Strong analytical and problem-solving skills.
• Excellent communication, presentation, and interpersonal skills.
• Experience using Salesforce and sales engagement or prospecting technologies.
• Ability to work in a fast-paced, results-oriented environment.

Nice-to-Haves

• Experience in cybersecurity, identity and access management, SaaS, or enterprise technology.
• Experience selling to Commercial, Mid-Market, or Enterprise organizations.
• Experience managing a distributed or hybrid sales development team.
• Experience building or scaling an outbound BDR or SDR organization.
• Familiarity with Groove, ZoomInfo, LinkedIn Sales Navigator, Salesforce, Clari, Gong, or similar sales technologies.
• Experience developing BDRs into Account Executives or other sales roles.
• Bachelor's degree or equivalent professional experience.

Compensation & Benefits

• On-target earnings: $150,000–$170,000 USD annually.
• Eligible U.S. employees may receive annual discretionary bonuses funded based on prior-year company performance.
• Sales team members may participate in company commission plans.
• Benefits include flexible paid time off, health, disability, and life insurance, and a 401(k).