Job Summary:The
Manager, Business Development will lead Visual Edge IT's nationwide Business Development team and be responsible for the strategy, performance, coaching, and development of three Business Development motions:
- Inbound BDRs who respond to and qualify marketing-generated leads and inquiries.
- Outbound BDRs who proactively prospect into target accounts and generate new opportunities.
- Dedicated/Specialty BDRs aligned to manufacturers, strategic partners, and priority solutions such as cybersecurity, managed networks, backup and recovery, display solutions, and other strategic offerings.
You'll own team performance, lead quality, pipeline contribution, prospecting effectiveness, KPI management, and the consistent execution of our Business Development methodology.
Most importantly, you'll help build a team that understands that
great Business Development isn't about simply making more calls-it's about having better conversations and creating better opportunities.Roles and Responsibilities- Lead, coach, and develop Business Development Representatives across inbound, outbound, and dedicated/specialty functions.
- Establish monthly and quarterly goals for qualified leads, opportunities, pipeline contribution, activity, conversion, and overall team performance.
- Conduct regular one-on-ones, call reviews, pipeline reviews, role-playing sessions, and performance discussions to continuously develop team capability.
- Create a culture of accountability, urgency, resilience, professionalism, collaboration, and continuous improvement.
- Recruit, onboard, train, and develop Business Development talent while partnering with the Vice President of Marketing on staffing and organizational needs.
- Establish consistent prospecting, discovery, qualification, and follow-up standards across the Business Development organization.
- Coach BDRs on phone etiquette, elevator pitches, active listening, discovery, questioning techniques, objection handling, consultative selling, and effective follow-up.
- Teach representatives to move beyond scripts by listening for customer needs, identifying business challenges, asking thoughtful questions, and adapting conversations accordingly.
- Develop and maintain call guides, sales scripts, talk tracks, voicemail messaging, objection-handling resources, prospecting playbooks, and other sales enablement materials.
- Lead call listening and role-playing exercises and provide specific, actionable coaching that improves individual and team performance.
- Develop multi-channel prospecting strategies across phone, email, LinkedIn, and other social channels.
- Build and optimize email campaigns, prospecting sequences, and nurturing cadences around marketing campaigns, events, promotions, product priorities, and target markets.
- Coach BDRs to create relevant, personalized outreach that builds credibility and genuine interest rather than relying on transactional, activity-driven communication.
- Leverage HubSpot, Salesforce, Apollo, LinkedIn Sales Navigator, and related technologies to improve account targeting, prospecting effectiveness, productivity, and reporting.
- Ensure BDRs effectively identify decision-makers, uncover business needs, qualify opportunities, and connect prospects with the appropriate Visual Edge IT sales resources.
- Establish and reinforce lead qualification and opportunity handoff standards so Account Executives receive meaningful discovery information and actionable next steps.
- Monitor lead acceptance, meeting completion, opportunity creation, pipeline contribution, and downstream conversion to continuously improve lead quality.
- Partner with Sales leadership and Account Executives to gather feedback on lead quality and strengthen qualification and handoff processes.
- Translate Marketing campaigns, events, promotions, and product initiatives into actionable BDR prospecting programs.
- Align Business Development efforts with geographic, vertical, account, manufacturer, partner, and solution priorities established by Sales and Marketing leadership.
- Create strong feedback loops between Marketing, Business Development, and Sales to continuously improve messaging, targeting, lead quality, and conversion.
- Own Business Development KPIs, dashboards, scorecards, and reporting, using performance data to identify coaching opportunities and process improvements.
- Deliver regular team performance, pipeline, and forecast updates to the Vice President of Marketing.
- Ensure accurate and consistent documentation of BDR activities, opportunities, and pipeline within HubSpot.
Required Skills / Experience- 5+ years of experience in Business Development, Sales Development, Inside Sales, outbound prospecting, or a related sales discipline.
- 2+ years of direct people-management experience leading BDRs, SDRs, Inside Sales Representatives, or similar sales teams.
- High school Dimploma required. Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent professional experience preferred.
- Demonstrated success leading teams responsible for qualified lead, opportunity, or pipeline-generation goals.
- Strong fundamental sales acumen, including prospecting, active listening, discovery, qualification, objection handling, consultative selling, and follow-up.
- Demonstrated ability to write, teach, and coach effective sales scripts, talk tracks, elevator pitches, and objection-handling strategies.
- Experience developing email campaigns, prospecting sequences, nurturing cadences, and social-selling outreach.
- Strong understanding of phone-based prospecting and the ability to coach representatives on professional communication and effective sales conversations.
- Ability to coach BDRs to listen for customer pain points, ask effective questions, and communicate business value rather than simply reciting product features.
- Experience within Managed IT Services, Cybersecurity, Cloud, Communications, Commercial or Production Print, Office Technology, or another B2B technology environment prefered.
- Experience managing both inbound and outbound Business Development teams and developing different prospecting strategies for each motion prefered.
- Experience leading BDRs dedicated to specific manufacturers, strategic partners, products, or technology solutions prefered.
- Experience developing Business Development playbooks, onboarding programs, sales enablement resources, and structured training programs.
- Experience supporting a geographically dispersed or nationwide sales organization.
- Strong understanding of both inbound lead qualification and outbound new-business prospecting.
- Experience establishing and managing KPI scorecards, quotas, activity metrics, conversion rates, and pipeline-generation goals.
- Strong working knowledge of Salesforce CRM and HubSpot marketing automation.
- Experience using prospecting technologies such as Apollo and LinkedIn Sales Navigator.
- Strong analytical, written, verbal, presentation, and interpersonal communication skills.
- Comfortable establishing accountability, providing direct feedback, and managing performance in a metrics-driven environment.
- Strong organizational skills with the ability to balance strategic leadership, team development, and day-to-day performance management.
At Visual Edge IT, we are proud to provide:Work-Life BalanceVisual Edge IT promotes a healthy work-life balance for employees by offering competitive pay, PTO, and nine paid holidays per year. We are always reviewing and finding new ways to support our employees' unique needs.
Career PathWe encourage growth from within Visual Edge IT. We seek outside candidates who are driven that we can nurture along a career path and we hire/promote internally. We also have opportunities to develop talent through training programs.
Insurance BenefitsWe offer multiple plans to choose from to fit your individual needs. We offer medical, HSA, dental, vision, short-term disability, long-term disability, voluntary life insurance, employee assistance program, and wellness programs. We provide all of our employees a $50k life insurance policy at no cost to our team members.
401(k)Visual Edge gives employees access to a 401k program and offers an employer match benefit. Visual Edge IT will match 100% of an employee's contribution up to the first 3% and will provide an additional 50% match on the next 2% of the employee contribution.
Pay Range: $85,000 - $100,000 per year
