Manager of Business Development Representatives

This position is listed on behalf of a partner company, who manages all applications and next steps. Our partner is looking for a Manager of Business Development Representatives based in the United States. This is a hands-on first-line leadership opportunity overseeing both inbound and outbound BDR efforts across the US and EMEA. You will lead, coach, and develop a high-performing team while directly influencing pipeline creation and revenue growth. The role combines people leadership with practical involvement in prospecting, call coaching, messaging, and account engagement. You will build and continuously improve BDR playbooks, processes, and performance strategies using data and modern sales technology. Working closely with Sales, Marketing, and Demand Generation leadership, you will strengthen alignment throughout the lead-to-opportunity journey. The environment is remote, collaborative, fast-paced, and designed for an autonomous player-coach who enjoys building scalable programs. This role is ideal for an experienced BDR leader who wants meaningful ownership and the opportunity to shape a growing revenue organization. Lead and manage a high-performing team of inbound US and outbound EMEA Business Development Representatives, establishing clear goals, benchmarks, and expectations for success. Operate as a player-coach by modeling effective prospecting, cold calling, account engagement, communication, and qualification techniques. Develop, implement, and continuously refine BDR playbooks, prospecting strategies, messaging, and workflows to improve pipeline generation. Coach and mentor individual team members through call reviews, performance feedback, skill development, and targeted improvement plans. Stay closely involved in day-to-day BDR activities, including call shadowing, messaging refinement, and hands-on engagement with team priorities. Use Salesforce, Salesloft, ZoomInfo, Cognism, LinkedIn Sales Navigator, Chorus, Claude, and related revenue technologies to monitor performance, identify trends, and optimize execution. Analyze inbound and outbound activity, conversion rates, pipeline contribution, and other performance indicators to identify opportunities for improvement. Partner with Sales, Marketing, Demand Generation, and revenue leadership to align BDR objectives, optimize lead management, and strengthen the lead-to-opportunity process. Collaborate on inbound marketing campaigns and ensure BDR activities are aligned with broader marketing and sales strategies. Build a culture of accountability, continuous learning, collaboration, and high performance across the BDR organization. Requirements: At least 3 years of direct experience managing a BDR team, with a demonstrated record of leading and improving outbound performance. Previous experience in a B2B SaaS environment is required, with experience in MarTech, digital asset management, or related enterprise technology considered particularly valuable. Strong knowledge of BDR processes, prospecting methodologies, account engagement, lead qualification, and pipeline generation. Advanced familiarity with Salesforce, ZoomInfo, LinkedIn Sales Navigator, Salesloft, Cognism, Chorus, Claude, or comparable sales and revenue technology platforms. Excellent phone, written, verbal, and interpersonal communication skills, with the ability to model strong sales behaviors for the team. Demonstrated experience creating, implementing, and refining BDR playbooks and prospecting strategies. A strong player-coach mentality, with the willingness and ability to work alongside representatives, participate in calls, and provide hands-on coaching. Strong analytical and data-driven decision-making skills, including the ability to interpret performance metrics and translate insights into actionable improvements. Proven ability to mentor, motivate, and develop team members while creating a collaborative and high-energy environment. Strong cross-functional collaboration skills and the ability