Business Development Manager

Role Overview

The Outbound BDR Manager is a frontline people leader responsible for driving consistent, high-quality pipeline generation for North America New Logo Acquisition. This role directly manages a team of BDRs and is accountable for daily execution, coaching, prioritization, and performance against activity, pipeline, and contribution targets.

The BDR Manager operates as a player-coach, deeply involved in deal qualification, outbound strategy, and talent development. They also leverage FBS tools and best practices to drive continuous improvement within the team.

Key Responsibilities

1. Team Leadership & Coaching

• Lead, coach, and develop a team of inbound and outbound BDRs focused on new logo pipeline creation.
• Establish clear expectations around daily activity, qualification quality, and pipeline contribution.
• Conduct regular 1:1s, call reviews, deal reviews, and skill-based coaching sessions.
• Reinforce sales methodology, ICP discipline, messaging consistency, and qualification rigor.
• Foster a high-performance, feedback-driven team culture.

2. Pipeline Generation & Quality

• Own team-level pipeline targets aligned to acquisition revenue goals.
• Ensure BDRs effectively identify, prospect, and qualify target accounts and buyers.
• Actively participate in account planning, outbound sequencing, and top-account strategy.
• Partner with AEs to ensure high-quality handoff and alignment on target accounts and win strategies.
• Continuously improve lead qualification standards to maximize conversion to sales.

3. Execution Management & Operating Rhythm

• Drive daily, weekly, and monthly operating cadence including standups, pipeline reviews, and forecast alignment.
• Monitor KPIs including activity, meetings set, SALs, pipeline value, and conversion rates.
• Identify performance gaps early and implement targeted interventions.
• Ensure accurate and timely CRM hygiene and reporting.

4. Cross-Functional Alignment

• Partner closely with Marketing to align on ICPs, lead flow, campaigns, and outbound plays.
• Collaborate with Sales Leadership to align BDR priorities with territory and account strategies.
• Provide structured feedback to Marketing and Product based on market signals and prospect feedback.

5. Talent Development & Readiness

• Onboard and ramp new BDRs quickly and effectively.
• Develop clear career paths and readiness criteria for advancement into AE or senior roles.
• Identify high-potential talent and create individualized development plans.

6. Process & Continuous Improvement

• Continuously refine outbound motions, messaging, and targeting based on performance data.
• Leverage best practices in SaaS BDR management to drive scalability and efficiency.
• Support enablement initiatives related to tools, messaging, and methodology adoption.

Qualifications

• 3-6 years of BDR/SDR experience in B2B SaaS, preferably 1-3 years in a people management role.
• Proven success building and leading high-performing BDR teams in an enterprise or mid-market SaaS environment.
• Strong understanding of outbound prospecting, inbound qualification, and pipeline metrics.
• Demonstrated ability to coach for skill, behavior, and results.
• Strong collaboration skills with Sales, Marketing, and Enablement.
• Experience with CRM and engagement tools such as Salesforce, Outreach, Salesloft, or similar.
• Ability to operate with urgency, structure, and accountability in a growth environment.
• Willingness to travel periodically for team and leadership meetings.

Success Measures

• Consistent achievement of team pipeline and meeting targets.
• Improved conversion rates from lead to opportunity.
• Increased BDR productivity and time-to-ramp.
• Strong internal partnership satisfaction with Sales and Marketing.
• High engagement, retention, and readiness progression within the BDR team.

Fortive Corporation Overview

Fortive's essential technology makes the world safer and more productive. We accelerate transformation in high-impact fields like workplace safety, build environments, and healthcare.

We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in healthcare sterilization, industrial safety, predictive maintenance, and other mission-critical solutions. We're a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to advanced technologies that help providers focus on exceptional patient care.

We are a diverse team 10,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.

At Fortive, we believe in you. We believe in your potential-your ability to learn, grow, and make a difference.

At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.

At Fortive, we believe in growth. We're honest about what's working and what isn't, and we never stop improving and innovating.

Fortive: For you, for us, for growth.

About Accruent

Personal development and becoming the best you is all about growth and exploring new skills and opportunities - both in and out of the office. At Accruent, we call this Grow Without Limits, and we're proud to offer each of our employees the resources, coaching and support necessary to achieve Growth Without Limits in their personal and professional lives. Explore where the path takes you.
Accruent is a leading provider of solutions for unifying the built environment -spanning real estate, physical and digital assets, and the integrated technology systems that connect and control them. Accruent continues to set new expectations for how organizations can use data to transform how they manage their facilities and assets. With U.S. headquarters in Austin, Texas, Accruent serves over 5,000 customers in a wide range of industries in more than 100 countries worldwide.

We Are an Equal Opportunity Employer. Fortive Corporation and all Fortive Companies are proud to be equal opportunity employers. We value and encourage diversity and solicit applications from all qualified applicants without regard to race, color, national origin, religion, sex, age, marital status, disability, veteran status, sexual orientation, gender identity or expression, or other characteristics protected by law. Fortive and all Fortive Companies are also committed to providing reasonable accommodations for applicants with disabilities. Individuals who need a reasonable accommodation because of a disability for any part of the employment application process, please contact us at View email address on click.appcast.io.


Pay Range
The salary range for this sales position (inclusive of sales incentives/commissions in local currency) is 125600 - 209800