Business Development Manager

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Lead, manage, and nurture a team of Sales Development Representatives (SDRs).

• Foster consistent pipeline development through effective daily management, coaching, and execution.

• Take ownership of demos, pipeline, revenue, and performance metrics for the team.

• Oversee daily SDR activities, processes, account prioritization, and opportunity execution.

• Mentor SDRs through one-on-ones, call evaluations, shadowing, role-playing, and constructive feedback.

• Establish goals, monitor performance, enforce accountability, promote career development, and conduct performance evaluations.

• Track daily, weekly, and monthly KPIs and address any performance deficiencies.

• Collaborate with Sales and Marketing leadership on priorities, campaigns, ideal customer profiles, and messaging strategies.

• Supervise SDR onboarding, ramping, and ongoing skill development.

• Recruit, interview, hire, and prepare new members for the SDR team.

• Manage team capacity, territory assignments, and workload distribution.

• Utilize CRM data and sales engagement tools to assess productivity, reporting, trends, and performance.

• Ensure consistent application of sales tools, processes, lead follow-up, and precise CRM documentation.

• Coordinate with Account Executives regarding handoffs, quality of meetings, pipeline expectations, and qualification standards.

• Cultivate a high-performance culture centered on accountability, collaboration, continuous improvement, and professional growth.

• Provide hands-on assistance for calls, prospecting, and deal transitions when necessary.

• Collaborate closely with the Director of Business Development and the VP of Sales and Marketing.

⛳️ Requirements

• Bachelor’s degree.

• Over 5 years of experience in B2B SaaS sales/business development.

• At least 2 years of experience managing SDR/BDR teams in a fast-paced sales environment.

• Prior experience as a top-performing SDR.

• Proven track record of achieving demo and pipeline targets while helping SDRs consistently exceed quotas.

• Demonstrated success in managing sales teams in remote-first or distributed settings.

• Strong proficiency in sales technology, including CRM systems like Salesforce and HubSpot.

• Familiarity with engagement platforms such as Salesloft, Nooks, and Outreach.

• Experience with prospecting tools like LinkedIn Sales Navigator and ZoomInfo.

• Proficient in data-driven decision-making, conversion metrics, and forecasting.

• Strong coaching, mentoring, and feedback abilities.

• Excellent communication and leadership capabilities.

• Ability to influence cross-functional teams effectively.

• Ability to align sales development efforts with overarching go-to-market and revenue objectives.

🏝️ Benefits

• Medical, dental, and vision health insurance benefits with HSA plan.

• Disability insurance.

• 401(k) plan.

• Generous PTO.

• Paid holidays.

• Additional benefits.