Business Development Representative, Manager

This is a fully remote position, open to applicants in Illinois, +4 more states.

📋 Description

• Develop and lead a team responsible for filling TradeCentric's sales funnel.

• Recruit, mentor, and train a team of 4 Business Development Representatives.

• Collaborate with the VP of Sales to establish SQO targets, OKRs, and quotas, while driving accountability.

• Project and achieve monthly SQO and pipeline targets.

• Oversee MQL-to-SQL-to-SQO conversion and acceptance rates, ensuring proper handoffs to Account Executives.

• Balance the follow-up of inbound leads with self-sourced outbound efforts.

• Manage the BDR playbook, which includes target personas, qualification criteria, objection handling, and sequence design.

• Create and execute signal-based, account-based outbound strategies using intent data, trigger events, and AI research tools.

• Train the team in Same Side Selling methodology.

• Recruit, onboard, and coach BDRs through call reviews, activity evaluations, and one-on-one meetings.

• Collaborate with Enablement and HR on onboarding processes to achieve full SQO productivity within 90 days.

• Establish a BDR-to-AE promotion pathway with clear readiness criteria.

• Work alongside Marketing on targeted campaigns and events.

• Provide market, prospect, and competitive insights to Sales leadership and Product teams.

• Represent TradeCentric at industry events and trade shows as necessary.

• Ensure accurate data maintenance within Salesforce CRM.

• Create and uphold Gong dashboards and flows aligned with Same Side Selling principles.

• Enhance processes and tools to boost BDR productivity.

• Assess success through the number of SQOs delivered against monthly and quarterly targets.

⛳️ Requirements

• Over 5 years of B2B sales experience in SaaS or enterprise software, including at least 2 years of leadership experience with BDR or SDR teams.

• Proven track record as a top-performing BDR or SDR, consistently exceeding pipeline targets.

• Experience in managing outbound efforts into multi-stakeholder, technically complex Mid-Market and Enterprise sales environments.

• Proficient with Salesforce and a sales engagement platform such as Salesloft or Outreach.

• Data-driven coaching approach, skilled at building dashboards and adapting strategies based on trends.

• Engages with and experiments using AI tools and workflows, possessing a solid understanding of AI's application to the BDR role.

• Excellent written and verbal communication skills, including experience interacting with senior executives.

• Preferred: Background in eCommerce, eProcurement, iPaaS, or data integration technologies.

• Preferred: Familiarity with Gong, LinkedIn Sales Navigator, and intent or signal data tools.

• Preferred: Formal training in Same Side Selling or a comparable consultative methodology.

• Preferred: Experience in developing a BDR-to-AE promotion pathway.

🏝️ Benefits

• Flexible Time Off

• Volunteer Time Off

• Health Benefits: Medical, Dental, and Vision

• Health Savings Account (HSA) and Flexible Spending Account (FSA)

• Dependent Care FSA (DCFSA)

• 401k with Company Match

• Paid Parental Leave

• Company-paid Short Term & Long Term Disability

• Company-paid Life Insurance

• Monthly Work from Home Stipend

• Career Development Reimbursement Program