Business Development Manager (BDM)

Job Description

Job Description

Job description

The Business Development Manager (BDM) leads and operates Kattsafe’s Business Development team within the Sales & Marketing department. Based out of the Indianapolis office, the BDM is accountable for building, coaching, and running a team of road-based Business Development Representatives whose job is to generate demand, qualify opportunities, and feed clean, fully qualified Deals into the Territory Sales Rep (TSR) and Enterprise Account Executive (EAE) pipelines. This is a middle management seat: the BDM owns the people, process, and numbers of the front end of the funnel, ensuring every lead is qualified to the 5/5 standard before it is handed off, and that no qualified opportunity is left un-followed-up.

Reports to

Sales & Marketing Manager

Directly Manages

• Business Development Representatives (BDR)
• Sales Development Representatives (SDR)

Qualifications & Skills

• Bachelor’s degree in Business, Marketing, Sales, or a related field; or 3-5 years of equivalent experience
• Demonstrated experience running and operating a business development, SDR, or inside sales team (people-management experience required)
• Track record of building demand-generation processes and hitting pipeline/revenue targets through a team
• Strong coaching ability — able to develop reps in a structured sales methodology (Lushin/Sandler or equivalent a strong plus)
• Proficiency in HubSpot (or similar CRM) and Microsoft Office Suite; comfortable using data to manage performance
• Excellent verbal and written communication, with strong organizational and prioritization skills
• Self-motivated, growth-minded, and comfortable leading in a fast-paced, target-driven environment
• Willingness to travel for field ride-alongs and territory support

Performance Objectives

• Qualified Deals (SQLs) created and accepted by TSR/EAE pipelines per month (#)
• Team-sourced pipeline value contributed toward the organic growth goal ($)
• BD rep activity to cookbook, weekly calls and meetings completed vs. target (%)
• Team attainment % of BD reps hitting baseline target (%)

Core Roles & Responsibilities

• LMA the BD team by providing clear direction, the tools and training to win, and hold each rep accountable to their agreed-upon measurables and behaviors
• Recruit, onboard, coach, and retain the right people in the right seats. Develop reps through the Kattsafe proven process, the Lushin/Sandler methodology, and field ride-alongs so they get it, want it, and have the capacity to do it
• Ensure the team consistently generates qualified pipeline through proactive outbound prospecting, MQL follow-up, and territory coverage that maps to our Food, Beverage & Grocery (FB&G) target market and Hippo/Whale project focus
• Guarantee every Deal that leaves the BD team meets the 5/5 qualified-deal criteria (next steps, decision maker, budget, pain, close date) before it is associated to a TSR or EAE
• Maintain an accurate, current view of BD activity and pipeline in HubSpot

Responsibilities

• Running the BD team’s daily/weekly cadence from the Indianapolis office — huddles, pipeline reviews, and 1-on-1 coaching
• Reviewing rep activity and qualification quality in HubSpot, and enabling deal progression
• Coaching pre-call plans, 30-second commercials, and discovery technique; chair-flying and role-playing with reps
• Aligning closely with TSRs, EAEs, and other Sales Managers to ensure smooth hand-offs and feedback loops
• Field ride-alongs in territory to develop reps and stay close to the customer and the channel
• Provide the Business development team with clear direction, vision and leadership. Strive to meet sales targets and KPIs aligned with Kattsafe’s strategy
• Foster accountability within the team and support each team member’s development
• Communicate all major developments regarding pricing, competition, product, and projects with the Sales & Marketing Manager
• Manage the business development strategy and execution. Collaboration with Sales & Marketing managers to ensure execution into targets markets and projects
• Manage the hiring and onboarding process for future business/sales development roles
• Monitor and act on industry trends and large projects in development
• Ensure business development pipeline accuracy and growth
• Other duties as assigned

Compensation & Benefits

• Generous Base Wage.
• 401K Company Contribution.
• Potential OTE in the range of $120k to $155k
• Excellent Healthcare Options.
• Growth by Sharing Bonus Plan (employees must complete 3 months of service before they're eligible for bonuses).
• Company Lunch Provided Onsite Tuesday, Wednesday and Friday.
• Onsite gym and shower available to employees outside work hours.
• Company Paid Holidays: Good Friday, Day after Thanksgiving, and the days between Christmas Day & New Year's Day (in addition to Federal Paid Holidays).

Other

• Live Kattsafe’s Core Values.
• Onsite Position Only (Whitestown, Indiana).

Working Conditions:

The physical demands described here are representative of those that must be met by an employee to successfully perform the essential functions of this job. While performing the duties of this job, the employee is regularly required to sit, talk, hear, use hands to finger, and handle controls. Standing, stooping, and walking could be requirements of the position. Specific vision abilities required by this job include close vision and the ability to adjust focus. Kattsafe is an Equal Opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, age, national origin, disability, or genetic information.