Description Summary: The M3 BDR Manager is a high-impact leadership role responsible for building, coaching, and driving the performance of M3's Business Development Representative team. This position is designed as a player-coach role through 2026, with the BDR Manager personally carrying an individual pipeline contribution target while simultaneously managing and developing a team of up to five BDRs. Beginning in 2027, the role transitions to a full-time people management position as the BDR program scales.
The BDR team is the engine of M3's outbound and inbound pipeline, targeting hospitality management companies, hotel owners, and operators across the United States. The BDR Manager will own team productivity, pipeline quality, SLA compliance, and BDR-to-AE handoff standards in close partnership with Regional Sales Executives (RSEs), Revenue Operations, and Marketing. A background in hospitality or hotel technology is a meaningful advantage but is not required.
Essential Duties:The duties listed below are the essential functions of this position, and they may change as the needs of the company demand. All associates are expected to do what is necessary to get the work done and to cooperate fully with their supervisor's requests for additional or altered duties.
Leadership & Team Development- Directly manage a team of 1-5 BDRs, providing day-to-day oversight, coaching, and accountability against defined KPIs.
- Conduct weekly 1:1s with each BDR, using Gong call recordings and Salesforce activity data to identify coaching opportunities and recognize wins.
- Onboard and ramp new BDR hires using M3's playbook, SLA documentation, and tool stack (Salesforce, Gong, Apollo.io, LinkedIn Sales Navigator).
- Build and maintain individual performance plans; lead quarterly reviews against KPI benchmarks.
- Partner with the VP of Sales and Revenue Operations to develop BDR career paths, leveling criteria, and promotion readiness guidelines.
- Foster a high-accountability, high-support team culture aligned with M3's core values.
Pipeline Generation & Performance Management - Own team-level pipeline contribution metrics; ensure the BDR team consistently achieves monthly targets for qualified opportunities created and pipeline value generated.
- Enforce BDR performance standards per M3's BDR-AE SLA, including MQL first response, opportunity acceptance rates, and show rates.
- Monitor Salesforce dashboards and reports daily; proactively address pipeline gaps, stalled deals, and data quality issues.
- Ensure all BDR activity is logged in Salesforce within 24 hours and that all ANUM/BANT qualification fields are completed prior to AE handoff.
- Lead weekly BDR-AE pipeline review calls in coordination with RSEs and Sales Leadership.
- Personally carry a reduced individual pipeline contribution target; source, qualify, and hand off opportunities following the same standards expected of the BDR team.
Process, Enablement & Cross-Functional Collaboration - Author, maintain, and iterate on BDR Standard Operating Procedures (SOPs), sequence playbooks, and qualification guides.
- Collaborate with Revenue Operations to optimize Salesforce lead flow, reporting, and sequence tooling in Gong Engage.
- Work closely with Marketing to ensure prompt MQL follow-up (< 2 hours per SLA), provide feedback on lead quality, and align on ICP targeting.
- Partner with RSEs to refine BDR-to-AE handoff standards, rejection feedback loops, and recycling workflows.
- Represent the BDR function in GTM planning, headcount discussions, and sales QBRs.
- Contribute to the evaluation and adoption of new GTM tools as the tech stack evolves.
Education/Training/Experience:- 3-5 years of experience in a B2B sales or business development role;1-2 years in a lead or Enterprise BDR role is an added plus.
- Demonstrated track record of meeting or exceeding individual pipeline and qualified opportunity targets in a SaaS or technology environment.
- Prior experience managing, mentoring, or training junior sales representatives preferred; full people management experience a strong plus.
- Completion of a Bachelor's degree preferred, with a strong preference for majors in Sales, Marketing, Business, or Hospitality Management; an equivalent combination of education and work experience will be considered.
- Experience selling into or working within the hospitality industry (hotels, management companies, ownership groups) is a meaningful advantage but not required. Candidates are expected to develop working knowledge of M3's ICP - hotel owners, operators, and management companies - during the onboarding period.
- Familiarity with accounting, financial reporting, or ERP/PMS platforms in a hotel context is a plus.
- Must possess strong written and verbal communication skills and the ability to represent M3 professionally to both internal stakeholders and external prospects.
- Ability to build and sustain positive working relationships across Sales, Marketing, and Revenue Operations teams.
- Some experience authoring or maintaining SLAs or sales playbooks is preferred.
Preferred Qualifications: Proficiency with the following systems is required or expected within the first 90 days:
Salesforce (SFDC): - System of record for all prospect, opportunity, and activity management.
- Must maintain full pipeline hygiene, including same-day activity logging, ANUM/BANT field completion, and opportunity stage discipline.
Gong: - Used for call recording, team coaching, and BDR inbound sequencing (Gong Engage).
- BDR Manager is expected to conduct regular call reviews, provide structured feedback, and leverage Gong Deal Intelligence for pipeline health monitoring.
Apollo.io: - Contact sourcing, ICP list building, data enrichment, and job change alert monitoring.
LinkedIn Sales Navigator: - Intelligence layer for prospect research, buying committee mapping, and personalized outreach.
- Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) - proficiency required.
- Experience with comparable GTM systems (Gong, Outreach, Salesloft, HubSpot, ZoomInfo, or similar) is transferable and welcomed.
