The Role
Leads and coaches a remote team of Business Development Representatives responsible for outbound prospecting, inbound lead follow-up, appointment setting, and pipeline generation. The role establishes performance expectations, monitors KPIs, conducts coaching and reviews, supports onboarding, improves outreach strategies, ensures CRM accuracy, and reports team performance to the Director of Business Development. Requires strong B2B sales leadership, coaching, performance management, and CRM experience, with permanent remote night-shift availability.
Summary Generated by Built In
SUMMARY
As a Business Development Team Lead, you will lead and support a team of Business
Development Representatives (BDRs) responsible for generating qualified sales
opportunities through outbound prospecting and inbound lead follow-up. The Team
Lead will play a key role in coaching team members, driving activity levels, maintaining
accountability, and ensuring consistent KPI attainment.
The ideal candidate has a proven track record in B2B sales and BDR functions, with
demonstrated progression into a leadership or supervisory role. This position requires
a hands-on leader who can coach and motivate team members, establish clear
performance expectations, and effectively manage a remote team.
JOB RESPONSIBILITIES
• Lead, coach, and support a team of Business Development Representatives to
achieve individual and team goals.
• Provide ongoing coaching, feedback, and guidance to improve prospecting,
communication, qualification, and appointment-setting performance.
• Establish clear performance expectations and maintain accountability for
individual and team KPIs.
• Monitor team activity levels, appointment-setting performance, pipeline
generation, and other key performance indicators.
• Identify performance gaps and develop appropriate coaching or improvement
plans to address them.
• Motivate and engage team members in a remote work environment, fostering
a collaborative and results-driven team culture.
• Conduct regular one-on-one coaching sessions, performance reviews, and
team check-ins.
• Help BDRs develop effective prospecting strategies and improve their
approach to phone, email, and LinkedIn outreach.
• Support the team in engaging C-level executives and other senior decision
makers within target accounts.
• Coach team members on account penetration, prospect qualification, follow
up, and appointment-setting techniques.
• Review BDR activities and ensure prospect and contact information is
accurately maintained in HubSpot CRM.
• Monitor the quality and qualification of appointments generated by the team.
• Work closely with the Director of Business Development to communicate team
performance, challenges, trends, and opportunities for improvement.
• Help identify effective outreach strategies and share best practices across the
team.
• Support onboarding and ramp-up of new BDRs through structured training,
coaching, and performance monitoring.
• Ensure consistent execution of BDR processes and alignment with established
sales and business development goals.
• Lead by example and maintain a hands-on understanding of BDR prospecting
and appointment-setting activities when needed.
QUALIFICATIONS
• Bachelor's degree or equivalent relevant experience.
• Strong B2B sales or BDR experience, with a leadership, supervisory, or
team lead role experience.
• Proven success in business development, outbound prospecting,
appointment setting, and lead generation.
• Prior experience managing, coaching, or mentoring BDRs, SDRs, inside sales
representatives, or similar sales development teams.
• Demonstrated ability to drive team performance and consistently achieve or
exceed KPIs.
• Strong understanding of BDR metrics, activity management, appointment
setting, pipeline generation, and sales development processes.
• Strong coaching skills with the ability to provide constructive feedback and
develop individual team members.
• Ability to establish accountability while maintaining a positive and motivating
team environment.
• Strong understanding of different coaching methodologies and performance
management approaches.
• Experience managing or leading a remote or distributed team is highly
preferred.
• Strong verbal and written communication skills, with the ability to
communicate effectively with team members, leadership, and senior-level
prospects.
• Comfortable coaching BDRs on engaging C-level executives and senior
decision-makers.
• Experience using HubSpot CRM or a comparable CRM platform for activity
tracking, performance monitoring, and reporting.
• Highly organized and analytical, with the ability to monitor team performance
and identify trends or areas requiring intervention.
• Self-motivated, results-oriented, and capable of balancing team leadership
with hands-on support.
• Experience in IT, Cybersecurity, SaaS, Technology, Data Analytics, AI, MSP,
or related B2B solutions is preferred.
JOB REQUIREMENTS
• Should be willing to accept a long-term work-from-home arrangement.
• Should be amenable to a permanent night shift schedule (Eastern Time)
Skills Required
- Bachelor's degree or equivalent relevant experience
- Strong B2B sales or BDR experience with leadership, supervisory, or team lead experience
- Proven success in business development, outbound prospecting, appointment setting, and lead generation
- Experience managing, coaching, or mentoring BDRs, SDRs, inside sales representatives, or similar sales development teams
- Demonstrated ability to drive team performance and achieve or exceed KPIs
- Strong understanding of BDR metrics, activity management, appointment setting, pipeline generation, and sales development processes
- Strong coaching skills and ability to provide constructive feedback
- Ability to establish accountability while maintaining a positive and motivating team environment
- Understanding of coaching methodologies and performance management approaches
- Strong verbal and written communication skills
- Experience coaching BDRs on engaging C-level executives and senior decision-makers
- Experience using HubSpot CRM or a comparable CRM platform
- Ability to monitor team performance and identify trends or intervention areas
- Self-motivated, results-oriented, organized, and able to balance leadership with hands-on support
- Experience managing or leading a remote or distributed team
- Experience in IT, cybersecurity, SaaS, technology, data analytics, AI, MSP, or related B2B solutions
- Willingness to accept a long-term work-from-home arrangement
- Amenability to a permanent night shift schedule in Eastern Time
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The Company
What We Do
ScalableOS is an expert offshoring company that connects growth-focused businesses with exceptional global talent, providing tailored offshore staffing solutions to enhance business efficiency and drive growth.
