We are looking for a hands-on Business Development Manager to build, hire, and scale our frontline outbound engine.
You will have direct ownership over building the team from the ground up: recruiting top talent, designing repeatable prospecting playbooks, and taking full end-to-end accountability for the performance, metrics, and ROI of the entire program.
This includes coaching such as running live call-coaching sessions, refining messaging, holding reps accountable to rigorous performance metrics, and partnering closely with Marketing and Executive Leadership to turn high-value target accounts into qualified enterprise pipeline.
What You’ll Do
1. Function Building & Talent Acquisition
- Build and Scale the Team: Lead the BDR talent strategy from day one: recruiting, interviewing, and hiring high-caliber, resilient BDRs based out of our NJ headquarters.
- Onboarding and Enablement: Build structured, repeatable training programs that accelerate rep ramp times to full quota productivity.
- Architect the Outbound Infrastructure: Establish core operating procedures, multi-touch sequence playbooks, call scripts, and objection-handling guides tailored to technical enterprise buyers.
2. Frontline Coaching & Skill Development
- In-the-Trenches Mentorship: Conduct weekly live call-coaching sessions, call recording audits (e.g., via Gong), and email messaging reviews.
- Technical Buyer Alignment: Teach reps how to navigate complex enterprise deals and hold high-value conversations with technical buyers.
- Career Pathing: Establish clear performance benchmarks and growth tracks, preparing top-performing BDRs for future roles within the organization.
3. Operational Rigor & Program Accountability
- Own the Outbound Pipeline Number: Take complete accountability for meeting and exceeding monthly and quarterly Sales Accepted Opportunity targets.
- Metrics & Funnel Optimization: Track and analyze key performance indicators to continually optimize program ROI.
- Pipeline Hygiene & Qualification: Enforce strict qualification frameworks (e.g. BANT) and CRM discipline to ensure high-quality handoffs to Account Executives.
4. Cross-Functional GTM Strategy
- Marketing & ABM Alignment: Partner closely with Marketing to align outbound plays with active marketing campaigns and target account lists.
- AE Feedback Loops: Establish tight alignment with Enterprise Account Executives to ensure smooth account handoffs, territory optimization, and strategic multi-threading.
Requirements
What We’re Looking For
- Experience: 3+ years of experience building, managing, or leading a BDR/SDR team in an enterprise B2B SaaS environment.
- Track Record as a Builder: Demonstrated success recruiting top sales talent, scaling a team, and taking complete ownership of pipeline goals.
- Data-Driven & Accountable: Able to diagnose funnel bottlenecks, iterate on playbooks, and optimize activity-to-pipeline conversion rates.
- Technical Aptitude: Ability to grasp complex technical architectures and translate technical features into clear, business-driven value propositions.
- Leadership Style: High-accountability leader who leads by example, builds a collaborative and competitive team culture, and holds reps to high standards.
Benefits
Flexible Hybrid Work Model / Medical / Dental / Vision / 401k
Skills Required
- 3+ years building, managing, or leading a BDR/SDR team in an enterprise B2B SaaS environment
- Proven track record recruiting top sales talent, scaling a team, and owning pipeline goals
- Data-driven ability to diagnose funnel bottlenecks, iterate on playbooks, and optimize activity-to-pipeline conversion
- Technical aptitude to understand complex technical architectures and translate features into business value
- Leadership style that enforces high accountability, coaching, and career pathing for BDRs
What We Do
Secure online services from password-based attacks with a next generation approach to multi-factor authentication that delivers a frictionless user experience
