The Manager, Marketing Business Development Representatives (MBDR) leads a team responsible for converting marketing demand and outbound prospecting into qualified sales pipeline. This role sits at the intersection of Marketing and Sales, driving performance across lead conversion, appointment setting, and early-stage pipeline creation. The manager is accountable for team productivity, KPI attainment, and continuous optimization of outreach strategies to maximize marketing ROI and revenue impact. 

Key Responsibilities 

Team Leadership & Performance Management 

• Hire, onboard, and develop a high-performing MBDR team 

• Set clear activity, conversion, and pipeline targets 

• Coach reps on cold calling, objection handling, and qualification 

• Conduct monthly 1:1s, call reviews, and performance management 

• Partner with Field Marketing leader[s] on upcoming events to support pre/post event 

• Partner with Inside and Front line sales for smooth lead to opportunity transition 

Pipeline & Conversion Accountability 

• Own MQL → SAL conversion performance 

• Ensure consistent delivery of qualified meetings and pipeline contribution 

• Monitor funnel metrics (lead response time, connect rates, meeting quality) 

• Enforce SLAs for inbound follow-up and outbound execution 

Operational Excellence & Process Discipline 

• Establish and optimize outreach cadences and call frameworks 

• Ensure Salesforce hygiene (activity tracking, lead status, attribution) 

• Standardize qualification criteria and handoff processes 

• Drive consistency across regions/campaigns 

Marketing & Sales Alignment 

• Partner with Marketing on campaign execution, lead quality, and targeting 

• Align with Sales leadership on meeting expectations and feedback loops 

• Translate campaign strategy into MBDR execution plans 

Data, Reporting & Optimization 

• Analyze performance data to identify gaps and improvement opportunities 

• Report on activity, conversion, and pipeline metrics to leadership 

• Optimize scripts, messaging, and targeting based on insights 

• Contribute to ROI and attribution tracking (campaign → pipeline) 

Required Qualifications 

• Bachelor’s degree or equivalent experience 

• 5+ years in SDR/BDR/inside sales or demand generation roles 

• 2+ years of people management experience 

• Proven track record of hitting pipeline or meeting generation targets 

• Strong understanding of CRM systems (Salesforce preferred) 

Preferred Qualifications 

• Experience in a marketing-led demand generation 

• Familiarity with tools like 6sense, ZoomInfo 

• Experience managing inbound + outbound hybrid teams 

• Data-driven mindset with experience using funnel metrics 

Core Competencies 

• Sales Coaching & Talent Development 

• Pipeline & Funnel Management 

• Cross-Functional Leadership 

• Data-Driven Decision Making 

• Execution Discipline & Accountability