Business Development Manager

Role Overview

• Directly manage a hybrid team (Enrichment and QA BDRs), ensuring each function delivers targeted outcomes.
• Hire, train, and ramp new BDRs, including managing the onboarding program and ensuring high ramp velocity for new team members.
• Create career pathways, develop coaching plans, and support performance reviews for team members (e.g., progress from BDR to SDR roles).
• Reinforce a high-performance team culture—maintain accountability, promote collaboration, and oversee event/engagement budgets for morale and development.
• Oversee all enrichment operations: manage data scrubbing, account validation, contact/fleet verification, and ensuring completeness/quality of account data before routing to sales.
• Work with team to process batch account assignments and set/monitor daily enrichment targets.
• Drive continuous improvement by analyzing qualitative and quantitative outcomes (e.g., enrichment rates, sales interest surfaced, contact creation rates, CFS validation).
• Identify and troubleshoot data quality challenges, collaborate with Sales Ops and cross-functional teams to resolve blockers (e.g., gatekeeper issues, invalid data, duplicates).
• Supervise QA BDRs as they audit SDR calls and workflows for SMB, PK MM, and periodic ad-hoc projects from other segments (including Enterprise).
• Collaborate with leadership to refine and roll out QA rubrics, dashboards, and feedback cycles, ensuring performance standards are met.
• Oversee QA process discipline: ensure timely, accurate completion of required QA forms, call audit quotas, and related onboarding training.
• Establish and manage metrics for both enrichment (e.g., number of accounts enriched per day, contact data accuracy rate) and QA (e.g., calls audited, forms completed, coaching implemented).
• Prepare and deliver periodic performance reports, workflow updates, and business reviews for leadership—be able to synthesize data and qualitative insights for bi-weekly or monthly updates.
• Analyze batch/project results (e.g., enrichment percent, account viability, sales interest surfaced, quality of call audits) and recommend changes to process or resource allocation.
• Partner closely with Sales Ops, Marketing Ops, and other front-line managers to ensure seamless assignment and handoff of enriched accounts to SDRs/other sales teams.
• Coordinate enablement efforts—including onboarding materials and playbooks for enrichment and QA—and work with internal trainers and QA/rubric owners.
• Communicate progress, wins, bottlenecks, and team impact in Slack/email channels and periodic business reviews.

Requirements

• Bachelor’s degree or equivalent experience in business, data/sales operations, or a related field.
• Proven experience leading SDR/BDR/QA teams, or relevant coordination/management roles.
• Deep familiarity with data enrichment, account/contact validation, and sales pipeline process best practices.
• Proficiency in Salesforce or similar CRM systems.
• Experience using data enrichment tools (e.g., ZoomInfo, LinkedIn Sales Navigator) is a plus.
• A strong work ethic, self-motivation, and the ability to work independently.
• A results-oriented mindset with a focus on achieving targets and exceeding expectations.
• Excellent organizational and time-management skills.
• Strong understanding of QA processes and call audit disciplines, including rubric development and coaching delivery.
• Analytical, detail-oriented approach to high-volume workflow management.
• Experience working in fast-paced, target-driven SaaS or technology environments, ideally with distributed or international teams.
• Strong communication—able to draft business updates, lead reviews, and engage across Slack, email, and documentation.
• Effective coach and developer of early-career and aspiring sales/data professionals.

Benefits

• Creating a diverse and inclusive workplace is one of Motive's core values. We are an equal opportunity employer and welcome people of different backgrounds, experiences, abilities and perspectives.