Manager, Business Development

Ready to accelerate your career? Cardata is where driven people make an outsized impact. We’re a small but mighty team transforming how businesses manage vehicle reimbursement — replacing outdated programs with smart, automated solutions. Our vision is bold: to provide the most comprehensive, intelligent, and automated software and services for creating ideal vehicle programs. And we’re building toward that vision every single day. Join us and you’ll find challenge, growth, and the chance to deliver real impact — helping hundreds of companies and thousands of drivers across North America focus on the work that matters most to them. As the Manager, Business Development will lead a team of Business Development Representatives (BDRs) to generate qualified leads and build a strong sales pipeline. This role is crucial in driving the overall success of our sales efforts by developing strategies, coaching team members, and aligning closely with marketing and sales goals. The ideal candidate is both a strong people leader and a modern operator — someone who can leverage data, technology, AI tools, and process improvements to increase the effectiveness and productivity of the BDR function while maintaining a high-performing, human-centered sales culture. We are searching for someone who is excited about using emerging technologies to augment the human side of outbound sales and relationship-building. What you will do: Lead, manage, and mentor a team of BDRs to exceed lead generation and sales targets. Develop and execute outbound sales and marketing strategies to generate high-quality leads. Partner closely with Marketing to support campaign execution, lead follow-up, event outreach, content promotion, and demand generation initiatives. Collaborate cross-functionally with Marketing, Sales, and Revenue Operations to ensure alignment on target markets, messaging, lead quality, reporting, and pipeline goals. Establish and track team KPIs, providing feedback and coaching to improve performance. Conduct performance reviews, provide training, and create development plans for team members. Manage HubSpot CRM to ensure effective lead tracking, follow-ups, and reporting. Analyze sales, campaign, and performance data to identify trends and opportunities for improvement. Continuously improve outbound prospecting methods (email, phone, social outreach) and optimize workflows. Leverage AI tools, automation platforms, and modern sales technologies to improve prospecting efficiency, personalization, research, reporting, and overall BDR productivity. Evaluate, test, and implement new tools and workflows that help scale outbound efforts while improving the quality and relevance of human interactions. Use data and technology to help the BDR team prioritize accounts, identify buying signals, personalize outreach, and improve conversion rates. Stay informed on industry trends, emerging technologies, and best practices in sales development to keep the team competitive. Contribute to overall company growth by identifying opportunities for scaling the business development function. What you bring: 3+ years of experience leading BDR teams in a similar business development or sales leadership role. Strong understanding of the sales development process, including lead generation and qualification. Excellent leadership, coaching, and team-building skills with a focus on fostering high performance. Strategic thinker with the ability to execute operationally to meet business goals. Strong communication and interpersonal skills. Proficiency with HubSpot CRM and modern sales engagement tools. Experience leveraging data, automation, AI tools, or workflow technologies to improve outbound sales performance and team productivity. Familiarity with AI-assisted prospecting, sales automation, sequencing tools, enrichment platforms, or workflow optimization tools is considered a strong asset. Data-driven mindset with experience analyzing metrics and making informed decisions. Comfortable evaluating and implementing new technologies and processes to scale sales development efforts. Motivated, results-oriented attitude with a passion for driving team success. Why you’ll love working at Cardata: We’ll be honest — Cardata isn’t for everyone. If you thrive in a fast-paced environment, take extreme ownership, and constantly push yourself (and your work) to be the best, you’ll fit right in. You’ll be surrounded by driven teammates who genuinely care — about the work, about our customers, and about helping each other succeed. Together, we take on ambitious goals and celebrate the wins along the way. What we offer in return for you bringing your best: Remote work and flexible working hours Mentorship and development opportunities (to help you achieve your career goals!) Extended medical & dental benefits Healthcare spending account $3,000 annual Health and Wellness Spending Account to support your overall wellbeing Employee assistance program (EAP) Flexible (Unlimited) Time Off: No annual cap on vacation, supported by a trust-based, flexible approach to time away. Cardata is an equal opportunity employer. All candidates will be equally considered without regard to race, ancestry, place of origin, colour, ethnic origin, language, citizenship, creed, religion, gender/gender identity, sexual orientation, age, marital status, physical and/or mental handicap or financial ability. We are dedicated to creating an inclusive environment where everyone feels welcome to bring their authentic selves to work. If you require accommodations during the recruitment process, please let us know.