Manager, Commercial Sales Development

About the Role

As the Manager of Sales Development, you will lead and mentor a team of BDRs responsible for both inbound lead qualification and outbound opportunity generation. Your leadership will be crucial in building a growing BDR function, driving repeatable progress toward pipeline targets, and fostering a collaborative environment to enhance team productivity and motivation.

Responsibilities

• Continue to build out the BDR function, working with recruiting to identify top talent to hire and onboard.
• Develop your team’s skills for outbound prospecting, qualifying, and opportunity creation.
• Provide ongoing feedback and coaching in recurring weekly 1:1s.
• Work closely with the Demand Generation team to provide feedback on MQLs and campaigns.
• Collaborate with the Sales team to improve outbounding strategies and qualification processes.
• Work in collaboration with Marketing, Sales, and Product to develop effective messaging for outbound efforts and inbound conversion.
• Work closely with Sales leadership to ensure alignment on team strategy, account coverage, target personas, opportunity quality, and BDR to AE hand-off.
• Accurately forecast weekly, monthly, and quarterly attainment.
• Closely monitor team performance metrics and KPIs to increase BDR productivity.

Requirements

• 2+ years leading a team of BDRs.
• Experience with funnel management across multiple channels (inbound, outbound, upsell, new business).
• Hands-on enablement experience in onboarding, ramping, and developing your team.
• Experience with sales and marketing tools, including CRM platforms (e.g., Salesforce, HubSpot), lead generation software, and productivity tools.
• Strong analytical skills and ability to make data-driven decisions.
• Proven ability to effectively recruit, hire, and train new people.
• Proven ability to thrive in a fast-paced, unpredictable environment.
• Aptitude for identifying challenges and developing creative solutions to enhance team efficiency and effectiveness.

Nice-to-Haves

• Experience leading BDRs in Cybersecurity, DevSecOps, Infrastructure, or OSS industries.
• Experience prospecting or selling into Enterprise accounts.
• Understanding of B2B software, Open Source software, and the developer product space.
• Experience growing within a small start-up.