Business Development Representative (BDR) Manager

We’re seeking an experienced, analytical, and motivating BDR Manager to lead our growing team of Business Development Representatives. This role is ideal for a results-oriented sales leader who thrives on building structure, optimizing performance, and coaching team members to exceed pipeline goals.

Salary $65k plus commission

Position Overview

The BDR Manager will own the strategy, process, and execution of Enformion’s outbound and inbound lead development functions. You’ll be responsible for hiring, coaching, and developing a team of BDRs, optimizing lead conversion workflows, and partnering closely with Marketing and Sales leadership to drive pipeline generation and revenue growth.

The ideal candidate brings at least 3 years of experience leading BDR/SDR teams in a SaaS or technology company, with a proven record of using data and analytics to measure, motivate, and scale results.

Key Responsibilities

Team Leadership & Development

• Recruit, train, and coach a high-performing team of BDRs focused on qualifying inbound and outbound opportunities.
• Build a culture of accountability, curiosity, and continuous improvement.
• Conduct regular 1:1s, call reviews, and performance coaching to elevate skills in outreach, messaging, and qualification.
• Establish clear career development paths and incentive structures to retain and grow top talent.

Process Optimization & Analytics

• Define and refine the BDR playbook, including outreach sequences, qualification criteria, and handoff processes.
• Leverage analytics tools (HubSpot, Outreach, Gong, etc.) to track KPIs such as meetings booked, conversion rates, and pipeline contribution.
• Identify and remove friction in the lead funnel by collaborating with Marketing and Revenue Operations. 
• Use data-driven insights to guide decision-making and continuously improve team efficiency and output.

Cross-Functional Collaboration

• Partner with Marketing to align campaigns, lead scoring, and messaging across target segments.
• Collaborate with Account Executives to ensure smooth opportunity handoff and closed-loop feedback.
• Provide insights to Product Marketing about messaging resonance and objections heard from prospects.
• Support leadership in forecasting and pipeline planning.

Strategy & Execution

• Develop and execute outbound strategies to penetrate target verticals and key accounts.
• Test and scale new prospecting channels (email, social, events, intent data, AI-assisted research).
• Drive consistent achievement of team quotas for meetings, SQLs, and pipeline creation.

Qualifications

• 3+ years of experience managing a BDR/SDR team in a SaaS, technology, or data company.
• Strong understanding of sales development best practices and lead funnel management.
• Demonstrated ability to analyze data and convert insights into actionable improvements.
• Proficiency with CRM and sales engagement tools (HubSpot, Outreach, Gong, LinkedIn Sales Navigator, etc.).
• Excellent coaching, communication, and motivational leadership skills.
• Highly organized with a focus on operational excellence and measurable impact.
• Comfortable in a fast-paced, evolving environment where you build processes and structure from the ground up.

Preferred Skills

• Familiarity with ABM (Account-Based Marketing) and intent-based prospecting strategies.
• Strong analytical skills with experience creating dashboards and performance reports.
• Background in the data, SaaS, or B2B intelligence space is a plus.