JOB SUMMARY & SCOPE

Responsible for leading and developing the Business Development Representative (BDR) and Inside Territory Account Manager (ITAM) teams to drive pipeline growth and support revenue objectives. This role oversees day-to-day outbound and inbound sales development activities, ensures alignment with overall sales strategies, and provides coaching, training, tools, and structure to support team performance. The Business Development Manager plays a key role in pipeline forecasting, lead quality improvement, and the professional development of early-career sales talent.

KEY ACCOUNTABILITIES

• Provide direct supervision, training, and performance management for the BDR and ITAM teams.
• Develop and implement outbound and inbound prospecting strategies to meet pipeline goals.
• Set and monitor key performance indicators (KPIs) for activity, conversion rates, and opportunity quality, and sales results.
• Utilization and Management of Sales Enablement Tools
• Collaborate with Marketing and Sales leadership to align campaigns, messaging, and lead handoff processes.
• Review and approve pricing estimates or quote drafts generated by ITAM’s as needed.
• Ensure accurate CRM usage, data hygiene, and consistent documentation across all team members.
• Lead regular coaching sessions, pipeline reviews, and call shadowing to develop team members’ skills.
• Identify process improvements and implement tools or workflows to improve efficiency and results.
• Support hiring, onboarding, and development plans for BDRs and ITAMs.
• Provide insights and reporting to Sales leadership on pipeline health, team productivity, and market feedback.

EDUCATION + EXPERIENCE + KEY TRAITS

• Bachelor’s degree in Business, Marketing, Communications, or a related field required.
• 3–5 years of experience in sales or business development, with at least 1–2 years in a leadership or mentoring capacity of Inside Sales Organizations
• Experience/Familiarity with sales enablement software such Outreach, SalesLoft, etc.
• Strong understanding of sales development methodologies, lead qualification frameworks (e.g., BANT, MEDDIC), and sales funnel management.
• Demonstrated ability to coach and develop entry-level talent in a fast-paced, metric-driven environment.
• Experience working with CRM platforms (e.g., Salesforce, HubSpot)
• Strong communication, organizational, and analytical skills.
• Ability to collaborate across departments and adapt to shifting priorities and strategies.

LANGUAGE SKILLS

• Primary language used in daily operations is English. Additional primary company languages include Spanish, French, and Dutch.
• Read and interpret documents, procedure manuals and various correspondence from both internal and external.
• Speak effectively, both individually and before groups of both external customers and/or various levels of employees within the organization.

Please refer the Job description for details