Business Development Manager
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Job Description
Manager leading BDR team at Exterro, focused on pipeline generation and outbound programs. Partnering across teams to drive revenue growth and coach high-performing BDRs.
Responsibilities:
- Lead, hire & develop BDRs
- Manage BDRs; recruit, onboard, and develop a high-performing team
- Coach reps through shadowing, call reviews, messaging refinement, and structured feedback sessions to continuously raise the bar and improve sales skills to help prepare them for future roles as AEs
- Partner with Enablement to deliver monthly BDR training (e.g., messaging, objection handling, product/industry knowledge)
- Execute scalable outbound programs (phone, email, LinkedIn, video)
- Launch Account Based Marketing-style motions with Marketing for top ideal customer profile accounts to build a repeatable and scalable account based prospecting motion
- Own BDR processes in Salesforce (and related tools): lead/account routing, sequence governance, stage definitions, data hygiene
- Own top-of-funnel performance metrics, ensuring consistent pipeline generation and strong conversion into qualified opportunities
- Run funnel diagnostics and cohort analyses to identify bottlenecks; translate insights into concrete experiments and playbook updates
- Work with the BDR tech stack (e.g., Salesforce, Sales Navigator, ZoomInfo, conversational intelligence); recommend new tools to improve efficiency
- Ensure compliance with security, privacy, and data handling standards in all prospecting activities.
Requirements:
- 5+ years in SaaS pipeline generation roles with 2+ years leading high performing BDR teams
- Demonstrated success owning pipeline creation at scale and delivering against ARR targets in high-growth environments
- Deep expertise in outbound program design and ABM-adjacent plays
- Expertise with modern revenue tools: Salesforce, Sales Navigator, ZoomInfo, Gong, calendaring/booking tools (e.g., Chili Piper), routing (e.g., LeanData)
- Knowledge of enterprise data risk, e-discovery, privacy or cybersecurity domains is a plus
- Bachelor’s degree or equivalent work experience.
Benefits:
- Health insurance
- Retirement plans
- Flexible paid time off
- Professional development opportunities
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