Senior Business Development Manager

This role is for one of Weekday’s clients
Salary range: Rs 1800000 - Rs 2800000 (ie INR 18 - 28 LPA)

Min Experience: 5+ years
Location: India
JobType: full-time

Access is building one connected growth engine that turns inbound demand and targeted outbound activity into qualified, sales-accepted pipeline. The BDR Manager / POD Manager leads the pod of Growth Development Reps (GDRs) who create that pipeline — across enterprise outbound, Healthcare outbound, Energy outbound, and inbound qualification lanes. This person owns the pod's day-to-day management: hiring and ramping reps, running coaching and calibration, holding lane boundaries, and being accountable for the quality and conversion of every conversation the pod starts or receives. The BDR Manager sits in Marketing, reports to the GTM Growth Manager, and operates under shared Sales governance. This is a leadership role, not an individual-contributor quota role: success is measured on pod-level held meetings, sales acceptance, and sourced pipeline — alongside rep ramp time, coaching cadence, and retention — not on the manager's own dials and sends.

• Team Leadership & Coaching

• Hire, onboard, and ramp GDRs across outbound and inbound lanes to full productivity within an agreed ramp window.

• Run weekly 1:1s, call and sequence reviews, and pipeline inspection with each rep; build individualized coaching plans.

• Lead team standups, calibration sessions, and skill-building on cold-call craft, objection handling, and discovery.

• Set individual and pod-level targets, track attainment, and manage underperformance through structured improvement plans. • Pipeline Strategy & Pod Management

• Own pod-level pipeline targets across enterprise, Healthcare, and Energy outbound plus inbound qualification lanes.

• Translate Marketing and Sales priorities into named-account, enterprise, and vertical plays; assign lanes, territories, and account lists.

• Monitor account coverage, follow-up cadence, and multichannel sequence performance; course-correct plays that underperform.

• Protect lane boundaries — outbound reps are not pulled into inbound coverage, and inbound ownership of first response stays intact.

• Keep vertical outreach aligned to approved current-state messaging, keeping present capabilities distinct from roadmap themes.

• Handoff Quality & Sales Alignment

• Own the qualification bar and handoff standard Sales trusts: acceptance criteria met, context documented, follow-up expectations clear.

• Partner with AE leadership to resolve rejection trends, recalibrate qualification criteria, and align account ownership.

• Escalate and resolve account-level conflicts between GDRs and AEs before they affect coverage.

• Data, Process & Reporting

• Own pod-level CRM hygiene, disposition accuracy, and SLA adherence — response times, routing, and lead recycling.

• Report weekly and monthly on pod pipeline, conversion, and individual rep performance to GTM leadership.

• Run the team's test-and-learn rhythm: prioritize which play variations to test, review results, and codify what works into shared playbooks.

• Cross-Functional Partnership

• GTM Growth Manager and Sales leadership: pipeline inspection, forecasting, and resourcing conversations.

• Account Executives: account coordination, handoff calibration, and follow-up on accepted opportunities at the pod level.

• Campaign Management: co-develop target lists, personas, triggers, messaging, offers, and sequences for the pod.

• Marketing Operations: routing logic, attribution, alerting, and CRM data accuracy for the team.

• HR / Recruiting: define hiring plan, interview process, and scorecards for new GDRs.

• 4–6+ years in B2B sales development, business development, or inside sales, including 1–2+ years directly managing a BDR/SDR/GDR team — ideally in an enterprise or complex-sale environment.

• A track record of leading a team against pipeline and conversion outcomes — held meetings, acceptance rate, sourced pipeline — not activity metrics alone.

• Experience coaching reps on multichannel prospecting (phone, email, social) as well as inbound qualification and SLA management.

• Strong proficiency with CRM, sales engagement, and enrichment tools, with disciplined, hands-on data hygiene and reporting habits.

• Ability to translate a technical, multi-product portfolio into rep-level talk tracks, qualification criteria, and value articulation for operations, compliance, and IT buyers.

• Demonstrated hiring and onboarding experience — building a ramp plan and getting new reps to full productivity quickly.

• Coachability and coaching skill: gives and receives feedback quickly, and translates call/calibration reviews into visible rep improvement.

• Experience managing teams prospecting into Healthcare, Energy, regulated industries, or information management.

• Experience running account-based or named-account programs with tight AE coordination.

• Experience managing a distributed or offshore GDR team.

• Experience managing both outbound and inbound motions within a single pod.

• Familiarity with Salesforce, Outreach, ZoomInfo, 6sense, or similar platforms at an admin/reporting level.