Business Development Manager

Job description

About the Role
The Business Development Manager will lead and scale an established BDR team, bringing structure, consistency, and accountability to the top of the sales funnel. This role is responsible for defining what "good" looks like, enforcing standards, and ensuring the team consistently delivers high-quality, qualified RFPs that convert to revenue.

This is a hands-on leadership role focused on people, process, and performance. The Manager will not be responsible for sourcing leads directly, but will own the systems, behaviors, and outputs that drive pipeline generation.

Key Responsibilities

Team Leadership and Accountability
• Lead, coach, and develop a team of BDRs with clear expectations and consistent oversight
• Establish and reinforce standards for activity, qualification, and data integrity
• Hold the team accountable to KPIs including RFP volume, quality, and conversion readiness
• Conduct regular 1:1s focused on performance, skill development, and problem solving
• Identify performance gaps quickly and take corrective action

Define and Enforce "What Good Looks Like"
• Own and refine the definition of a qualified lead and RFP
• Ensure every opportunity includes clear event fundamentals, real need, and viable expo potential
• Identify and eliminate low-quality leads that are not actionable
• Reinforce strong discovery habits and effective questioning across the team

Pipeline Quality and Process Execution
• Oversee the full lead lifecycle: sourcing qualification handoff to NSMs
• Ensure clean, consistent, and accurate data entry in Salesforce
• Improve quality and consistency of BDR-to-NSM handoffs
• Partner with Sales to ensure alignment on what constitutes a viable opportunity
• Continuously evaluate and improve conversion from lead to qualified RFP

Operational Excellence
• Drive disciplined use of Salesforce, ZoomInfo, and other prospecting tools
• Monitor reporting and dashboards to track performance and identify trends
• Ensure processes are followed consistently across the team
• Identify breakdowns in workflow and implement solutions to improve efficiency

Cross-Functional Collaboration
• Work closely with NSMs to align on pipeline needs and lead quality expectations
• Act as the bridge between BDRs and Sales to improve collaboration and trust
• Partner with Sales Operations on reporting, data integrity, and process improvements

Continuous Improvement
• Observe team behavior and performance trends before implementing changes
• Use data and firsthand insight to recommend and implement improvements
• Build a culture of accountability, ownership, and continuous development

What Success Looks Like
• Increased RFP output per BDR
• Higher quality, more actionable RFPs
• Clean, reliable Salesforce data
• Stronger collaboration and trust between BDRs and NSMs
• Clear, consistent adherence to defined processes
• Improved conversion from lead to qualified opportunity

Candidate Profile
• Proven experience leading or managing a business development or sales development team
• Strong understanding of outbound prospecting and lead qualification
• Demonstrated ability to enforce standards and drive accountability
• Highly organized and process-driven, with strong attention to detail
• Comfortable working in Salesforce and using data to manage performance
• Strong coaching skills with the ability to improve both skillset and mindset
• Able to observe, diagnose issues, and implement practical solutions

Location and Commitment
• Location: Celebration, FL


Compensation:
Compensation will be commensurate with experience, skills, technical expertise, and other job-related qualifications.


Comprehensive benefits package offered.

To perform this job successfully, an individual must be able to satisfactorily perform each essential duty with or without accommodation. The requirements listed above are representative of the knowledge, skill, physical demands and /or ability necessary to achieve success in this role. Reasonable accommodations may be made to enable individuals with disabilities to perform the essential functions.