Senior Business Development Manager
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Job Description
BDR Manager leading GDR teams for Access’s connected growth engine. Driving qualified pipeline through enterprise, Healthcare, Energy, and inbound sales development in India.
Responsibilities:
- Hire, onboard, and ramp GDRs across outbound and inbound lanes to full productivity within an agreed ramp window.
- Run weekly 1:1s, call and sequence reviews, and pipeline inspection with each rep; build individualized coaching plans.
- Lead team standups, calibration sessions, and skill-building on cold-call craft, objection handling, and discovery.
- Set individual and pod-level targets, track attainment, and manage underperformance through structured improvement plans.
- Own pod-level pipeline targets across enterprise, Healthcare, and Energy outbound plus inbound qualification lanes.
- Translate Marketing and Sales priorities into named-account, enterprise, and vertical plays; assign lanes, territories, and account lists.
- Monitor account coverage, follow-up cadence, and multichannel sequence performance; course-correct underperforming plays.
- Protect outbound and inbound lane boundaries and maintain first-response ownership.
- Keep vertical outreach aligned to approved current-state messaging and distinguish present capabilities from roadmap themes.
- Own the qualification bar and trusted Sales handoff standard, including acceptance criteria, documented context, and follow-up expectations.
- Partner with AE leadership to resolve rejection trends, recalibrate qualification criteria, and align account ownership.
- Escalate and resolve account-level conflicts between GDRs and AEs.
- Own CRM hygiene, disposition accuracy, SLA adherence, response times, routing, and lead recycling.
- Report weekly and monthly on pod pipeline, conversion, and individual rep performance to GTM leadership.
- Run the test-and-learn rhythm, review play results, and codify successful practices into shared playbooks.
- Partner with GTM Growth Manager and Sales leadership on pipeline inspection, forecasting, and resourcing.
- Coordinate with Account Executives on account ownership, handoff calibration, and accepted opportunities.
- Co-develop target lists, personas, triggers, messaging, offers, and sequences with Campaign Management.
- Partner with Marketing Operations on routing logic, attribution, alerting, and CRM data accuracy.
- Define hiring plans, interview processes, and scorecards with HR and Recruiting.
- Sit in Marketing, report to the GTM Growth Manager, and operate under shared Sales governance.
Requirements:
- 4–6+ years in B2B sales development, business development, or inside sales, including 1–2+ years directly managing a BDR/SDR/GDR team, ideally in an enterprise or complex-sale environment.
- Track record of leading a team against pipeline and conversion outcomes, including held meetings, acceptance rate, and sourced pipeline.
- Experience coaching reps on multichannel prospecting across phone, email, and social, plus inbound qualification and SLA management.
- Strong proficiency with CRM, sales engagement, and enrichment tools, with disciplined data hygiene and reporting habits.
- Ability to translate a technical, multi-product portfolio into rep-level talk tracks, qualification criteria, and value articulation for operations, compliance, and IT buyers.
- Demonstrated hiring and onboarding experience, including building ramp plans and reaching full productivity quickly.
- Ability to give and receive feedback quickly and translate call/calibration reviews into visible rep improvement.
- Nice to have: experience prospecting into Healthcare, Energy, regulated industries, or information management.
- Nice to have: experience with account-based or named-account programs and close AE coordination.
- Nice to have: experience managing a distributed or offshore GDR team.
- Nice to have: experience managing outbound and inbound motions in one pod.
- Nice to have: familiarity with Salesforce, Outreach, ZoomInfo, 6sense, or similar platforms at admin/reporting level.
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