Business Development Representative (BDR) Manager - (US)

Key Responsibilities

• Partner with the VP of Sales to set SQO targets, OKRs, and quotas for the BDR team, and drive accountability against them.
• Forecast and deliver monthly SQO and pipeline targets.
• Manage conversion and acceptance rate from MQL to SQL to SQO, and ensure clean, well-documented handoffs to AEs.
• Balance inbound lead follow-up with self-sourced outbound so pipeline coverage stays consistent.

• Own the BDR playbook: target personas (procurement, IT, eCommerce and digital leaders), qualification criteria for AE handoff, objection handling, and sequence design.
• Build and run signal-based, account-based outbound using intent data, trigger events, and AI research tools to prioritize Mid-Market and Enterprise accounts.
• Coach the team to apply Same Side Selling, uncovering prospects' desired results, issues, and business impact early in qualification.

• Recruit, hire, onboard, and coach BDRs through call reviews, activity reviews, and structured one-on-ones.
• Partner with Enablement and HR on an onboarding program that brings new BDRs to full SQO productivity within 90 days.
• Build a defined BDR-to-AE promotion path with clear readiness criteria.
• New BDRs reach full SQO productivity within 90 days of hire.

• Partner with Marketing on targeted campaigns and events, measuring and optimizing results.
• Share market, prospect, and competitive insights with Sales leadership and Product.
• Represent TradeCentric at industry events and trade shows as needed.

• Maintain accurate CRM data in Salesforce, including stages, contact data, and disqualification reasons.
• Build and maintain Gong dashboards and flows aligned to Same Side Selling.
• Continuously refine process and tooling to improve BDR productivity.

• This role is measured on: SQOs delivered, by count and pipeline dollars, against monthly and quarterly targets.

Qualifications

• 5+ years of B2B sales experience in SaaS or enterprise software, including 2+ years leading BDR or SDR teams.
• Prior success as a top-performing BDR or SDR, with a record of exceeding pipeline targets.
• Experience running outbound into multi-stakeholder, technically complex Mid-Market and Enterprise sales.
• Hands-on experience with Salesforce and a sales engagement platform such as Salesloft or Outreach.
• Data-driven coaching style, comfortable building dashboards and adjusting strategy based on trends.
• AI exploration: Evaluates and experiments with AI tools and workflows, with a strong understanding of AI as it applies to the BDR role.
• Strong written and verbal communication, including with senior executives.

• Experience in eCommerce, eProcurement, iPaaS, or data integration technology.
• Experience with Gong, LinkedIn Sales Navigator, and intent or signal data tools.
• Formal training in Same Side Selling or a similar consultative methodology.
• Experience building a BDR-to-AE promotion path.

Company Benefits: