# BDR Manager

**Company:** [RSA](https://hotfix.jobs/companies/rsa)
**Location:** Burlington, MA
**Role:** Sales Development
**Salary:** $150k – $170k/yr
**Experience:** 3+ years
**Skills:** Salesforce, Sales Engagement, Outbound Prospecting, Pipeline Generation, Account Planning, Territory Strategy, Social Selling, Sales Metrics, Sales Operations, Groove, ZoomInfo, LinkedIn Sales Navigator, Clari, Gong
**Posted:** 2026-08-12

> Leads and develops RSA’s BDR organization, owning outbound pipeline generation, coaching, performance management, sales alignment, and scalable enablement. Requires at least 3 years in business or sales development, including 1 year managing a BDR/SDR team, with Salesforce experience and strong analytical and communication skills.

## Job Description

## 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).

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