Manager, Sales - Business Development Representatives (BDR)

**This is a Hybrid role with a preference to be in the Riverwoods Illinois office 3 days a week**

Job Summary:

The BDR Sales Manager leads a team responsible for generating new logo appointments for Wolters Kluwer's Legal and Regulatory Software products. This role involves setting up campaigns in Outreach, utilizing tools like ZoomInfo and SalesIntel for lead generation, and tracking performance metrics in Salesforce (SFDC). The manager will work closely with Field Sales Managers and Marketing to craft messaging, monitor SQLs, and ensure the advancement of leads into revenue opportunities.

In addition to managing campaigns and sales processes, the BDR Sales Manager is responsible for identifying and hiring top BDR talent, developing and mentoring team members, and preparing high-performing employees for promotion into Field Sales roles. Motivating the team through recognition and structured compensation programs will be a key focus to drive engagement and results.

Key Responsibilities:

• Campaign Strategy & Execution: Design and implement Outreach campaigns to target new logo opportunities, leveraging ZoomInfo and SalesIntel to pull qualified leads.

• Lead & Pipeline Management: Ensure the BDR team consistently generates SQLs and collaborates with Field Sales to move leads through the pipeline to revenue opportunities.

• Hiring & Development: Identify and recruit top BDR talent. Invest in employee development to enhance skills, preparing top performers for promotion into Field Sales roles.

• Collaboration with Field Sales & Marketing: Work with Field Sales Managers and Marketing to develop messaging, measure campaign success, and optimize lead generation processes.

• Motivation & Recognition: Use recognition and incentive programs to keep team members motivated and engaged, linking compensation to activity and performance metrics.

• Performance Tracking: Utilize Salesforce (SFDC) to track and measure team performance, ensuring all activity metrics are met and that the sales process is consistently refined.

• Team Leadership: Provide coaching and mentorship to foster a high-performance culture within the BDR team, focusing on lead qualification and pipeline management.

• Territory Planning: Partner with sales and operations to align territories and customer segments with campaigns and activity metrics.

• Other duties as assigned by Manager.

Required Qualifications:

• Education: Four-year college degree or equivalent experience.

• Experience: Minimum 2 years in a sales management role, preferably within a BDR/SDR environment.

• Tools: Proficiency with Salesforce (SFDC), Outreach, ZoomInfo, SalesIntel, and lead-generation tools.

Preferred Skills:

• Strong understanding of sales development and lead-gen processes.

• Track record of successfully identifying and hiring top talent, as well as developing and promoting employees into Field Sales roles.

• Results-oriented, with a focus on improving lead-gen and conversion metrics.

• Ability to build a culture of recognition and motivation through structured compensation and incentive programs.

• Excellent communication and presentation skills.

• Ability to coach, develop, and motivate teams, while fostering accountability and consistent performance.

Travel Requirements:

Up to 20-30% for conferences, sales meetings, and customer visits.

In-Office Requirement:

Must be available to work from the Riverwoods office three days per week.

Compensation:

Target salary range CA, CT, CO, DC, HI, IL, MD, MN, NY, RI, WA: $121,350 - $170,050