- Company Name
- Aprimo
- Job Title
- Manager of Business Development Representatives (Remote/Flexible)
- Job Description
-
Job title: Manager of Business Development Representatives
Role Summary: Lead and develop a high‑performing outbound BDR team in a remote and flexible environment, driving pipeline growth through strategic coaching, playbook development, and data‑driven performance analysis.
Expectations:
- Manage a single team of BDRs, setting and meeting aggressive outreach and revenue targets.
- Demonstrate a hands‑on “player‑coach” leadership style, actively participating in prospecting and coaching sessions.
- Collaborate closely with Sales and Marketing leadership to align objectives and refine lead‑to‑opportunity processes.
- Maintain active travel up to 5% for strategic meetings and team engagement.
Key responsibilities:
- Recruit, onboard, and continuously mentor BDR team members, providing individualized feedback and continuous development.
- Design, iterate, and implement BDR playbooks, call scripts, and prospecting workflows to achieve consistent results.
- Champion a data‑driven culture: use Salesforce, Salesloft, Chorus, Cognism, ZoomInfo, LinkedIn Sales Navigator, and other martech tools to monitor key metrics, analyze performance, and recommend improvements.
- Conduct regular call shadowing, coaching, and messaging refinement sessions.
- Partner with Sales and Marketing to optimize the lead qualification pipeline and ensure alignment of goals and messaging.
- Deliver performance reports and insights to senior leadership, driving strategic decision‑making.
Required skills:
- Minimum 3 years of direct BDR team leadership experience with proven outbound success.
- SaaS B2B background, preferably in MarTech or digital asset management.
- Advanced proficiency in Salesforce, ZoomInfo, LinkedIn Sales Navigator, Salesloft, Cognism, Chorus, and related BDR workflows.
- Excellent phone, written, and verbal communication skills.
- Strong coaching and mentoring ability, with proven call‑coaching experience.
- Player‑coach mentality: ability to model success and inspire teammates.
- Data‑driven analytical mindset, capable of interpreting metrics and driving action.
- Fluency in English (written and spoken).
Required education & certifications:
- Bachelor’s degree in Business, Marketing, or related field (preferred).
- Relevant sales or coaching certifications (e.g., Certified Professional Sales Person, HubSpot Inbound Sales).