Position Title: Manager of Business Development Representatives
Location: United States
Employment Type: Full-Time
Onsite, Remote, or Hybrid: Remote
Department: Marketing
Hiring Manager: VP Demand Generation & Revenue Marketing
Travel: Minimal (Up to 5%)
POSITION SUMMARY:We are seeking a Manager of EMEA Business Development Representatives (BDR) and Inbound US Business Development Representatives to join our team and drive the success of our Inbound and Outbound BDR efforts. This is a first-line management role, not a manager-of-managers position, making it perfect for a hands-on leader eager to roll up their sleeves and make an impact.
WHAT YOU WILL BE RESPONSIBLE FOR:- Manage & Lead BDR Team: Oversee and motivate a high-performing outbound and inbound BDR team setting clear goals and benchmarks for success.
- Player-Coach Leadership: Lead by example by demonstrating best practices in prospecting, cold calling, and account engagement.
- Develop & Execute BDR Playbooks: Create, refine, and implement playbooks and strategies that drive consistent results and pipeline growth.
- Coach & Mentor: Provide individualized coaching and mentorship to help BDRs improve their skills in communication, prospecting, and closing qualified opportunities.
- Hands-On Engagement: Actively participate in team activities, from shadowing calls to refining messaging, ensuring alignment with overall sales and marketing strategies.
- Analytics & Performance: Leverage tools like Salesforce, Claude, Salesloft, Chorus, Cognism, Zoominfo, and other martech solutions to track performance metrics, analyze results, and identify areas for improvement.
- Collaboration: Partner closely with sales and marketing leadership to align goals, share insights, and optimize the lead-to-opportunity process. While co-managing the marketing campaigns for Inbounds.
- Additional responsibilities and duties as required
CANDIDATE QUALIFICATIONS & WHY YOU'RE A GREAT FIT FOR THE ROLE:- Proven Leadership: A minimum of 3 years of experience directly leading a BDR team, with demonstrated success in managing a high-performing outbound team
- SaaS experience: Prior experience in a SaaS environment is required, ideally within a B2B MarTech or Digital Asset Management company
- Expertise in Tools & Processes: Advanced knowledge of Salesforce, Zoominfo, LinkedIn Sales Nav, Salesloft, Cognism, Claude, Chorus (or similar tools), and BDR workflows are required.
- Sales Skills: Exceptional phone, communication, and sales abilities to drive prospecting success are required.
- Player-Coach Mentality: Ability to model success, working alongside the team to inspire performance is required.
- BDR Playbook Development: Experience designing and refining effective playbooks and prospecting strategies is required.
- Data-Driven Approach: Skilled in analyzing metrics, identifying trends, and implementing improvements based on inbound and outbound data.
- Coaching & Mentoring: Proven ability to develop team members' skills and foster a collaborative, high-energy environment. Ability to do call-coaching is critical to this role.
- Fluency in English, both written and spoken.
APRIMO BENEFITS WE OFFER:- Target Compensation: On-Target Earning ranging from an equivalent of $130,000 - $175,000 USD depending on job related knowledge, skills, and level of experience. This is a general guideline only and not a guarantee of compensation or salary. Additional factors considered in extending an offer include (but are not limited to) responsibilities of the job, education, experience, knowledge, skills and abilities, as well as internal equity, alignment with market data, or other law.
- Competitive benefits coverage that begins on the first day of employment, and includes:
- Medical benefits with low premiums and choice of two programs (PPO or High Deductible)
- Dental benefits with choice of two programs (PPO or HMO)
- Vision benefits program
- Health savings account (HSA)
- Flexible spending accounts (FSA) for medical care, dependent care, and commuter/transit benefits
- 401(K) savings plan that matches the first 4% of compensation at 100%, and the next 2% at 50%
- Basic life insurance covered at 100% and twice the base salary, with additional voluntary/optional coverage available
- Disability insurance covered at 100% for 10 weeks for short term disability and covered at 50% for long term disability
- For both biological and adoptive parents, maternity leave is paid at 100% for up to twelve weeks and paternity leave is paid at 100% for six weeks
- Employee Assistance Program (EAP) that provides employees with mental health resources and therapy consulting
PHYSICAL REQUIREMENTS:- Must be able to remain in stationary position, often standing or sitting for prolonged periods and performing sedentary work that primarily involves sitting/standing
- Must be able to move about to accomplish tasks or moving from one worksite to another
- Must be able to perform light physical work that includes lifting or moving objects up to 20 lbs. or medium work that includes moving objects up to 50 pounds on occasion
- Must be able to communicate with others to exchange information, including conveying detailed or important spoken instructions to others accurately, loudly, or quickly
- Must possess the ability to receive detailed information through oral communication at normal speaking levels
- Must be able to repeat motions that may include the wrists, hands and/or fingers (i.e., repeated typing, etc.)
- The worker is required to have close visual awareness to perform an activity and to assess the accuracy, neatness and thoroughness of the work assigned, such as: preparing and analyzing data and figures; transcribing; viewing a computer terminal; extensive reading.
- This job operates in a professional office environment. This role routinely uses standard office equipment such as computers, phones, photocopiers, filing cabinets, etc.
