Business Development Manager

Reports To: Senior Manager, Business Development

The Manager, Business Development is responsible for the day-to-day leadership, coaching, and performance management of an assigned team of Business Development Representatives (BDRs). Reporting to the Senior Manager, Business Development, this role focuses on executing established prospecting strategies, driving pipeline activity within assigned verticals or territories, and ensuring disciplined use of CRM and outreach processes. The Manager translates organizational goals into team-level targets and serves as a frontline leader who develops BDR talent and removes barriers to performance.

Team Leadership & Coaching

Directly manage and coach a subset of BDRs, providing day-to-day guidance, performance feedback, and professional development support. Conduct regular one-on-ones, call reviews, and pipeline check-ins to identify coaching opportunities and address performance gaps. Support onboarding of new BDRs, ensuring ramp-up to full productivity through structured training and shadowing programs. Recognize and reinforce high-performance behaviors while addressing underperformance in a timely and constructive manner.

Pipeline Execution & Prospecting

Drive outbound and inbound prospecting activity across assigned BDR team, ensuring consistent adherence to established outreach cadences and qualification criteria. Monitor daily and weekly prospecting activity, lead quality, and pipeline contribution at the individual and team level. Ensure timely and accurate qualification of leads from all sources - marketing campaigns, website inquiries, events, and self-generated outreach. Support BDRs in researching prospects using social media, industry associations, and other intelligence tools to identify and prioritize opportunities.

CRM & Process Adherence

Enforce consistent and accurate use of Microsoft Dynamics CRM across the team, ensuring all activity, lead status, and notes are maintained to defined standards. Identify process gaps or inefficiencies at the team level and escalate recommendations to the Senior Manager for broader optimization. Assist in maintaining the team’s portion of the Business Development Project Schedule, ensuring alignment with campaign timelines and priorities.

Reporting & Performance Metrics

Deliver weekly team performance reports to the Senior Manager, including activity metrics, pipeline contribution, and individual BDR progress against targets. Use data and KPIs to proactively identify trends, risks, and coaching opportunities within the team. Communicate performance results and context clearly to BDRs on an ongoing basis.

Cross-Functional Coordination

Serve as a liaison between the BDR team and Sales, ensuring smooth lead handoffs, alignment on qualification standards, and timely follow-up. Collaborate with the Senior Manager and Marketing to communicate team-level feedback on campaign performance and lead quality. Participate in cross-functional planning meetings as needed to represent BDR team capacity and execution status.

Additional Responsibilities

Conduct personal outreach on strategic or high-priority accounts as needed. Represent the organization at trade shows, conferences, and sales events as requested.

Qualifications

• Bachelor’s Degree in Marketing, Business, Information Technology, or a related field.
• 1-2 years of experience in business development, inside sales, or demand generation - preferably within software, technology, or the public sector.
• Prior experience leading or mentoring a small team of BDRs or sales representatives preferred.
• Proficiency with CRM systems, particularly Microsoft Dynamics CRM; strong understanding of lead management workflows
• Proficiency with BDR tools – Outreach.Ai and Pursuit/Zoominfo is a plus.
• Strong communication skills with the ability to motivate, coach, and hold a team accountable.
• Data-driven mindset with the ability to interpret performance metrics and translate insights into actionable coaching.
• Highly organized with the ability to manage multiple priorities in a fast-paced environment.
• Proficiency in Microsoft Office suite, including Excel, PowerPoint, and SharePoint.