Manager of Business Development Representatives (Remote/Flexible)

Aprimo is hiring a Manager of Business Development Representatives to lead its EMEA BDR and inbound US BDR efforts. The role oversees and coaches the team, develops prospecting playbooks, analyzes performance, and collaborates with sales and marketing to grow pipeline and improve lead-to-opportunity processes.

Responsibilities:

• Manage & Lead BDR Team: Oversee and motivate a high-performing outbound and inbound BDR team setting clear goals and benchmarks for success
• Player-Coach Leadership: Lead by example by demonstrating best practices in prospecting, cold calling, and account engagement
• Develop & Execute BDR Playbooks: Create, refine, and implement playbooks and strategies that drive consistent results and pipeline growth
• Coach & Mentor: Provide individualized coaching and mentorship to help BDRs improve their skills in communication, prospecting, and closing qualified opportunities
• Hands-On Engagement: Actively participate in team activities, from shadowing calls to refining messaging, ensuring alignment with overall sales and marketing strategies
• Analytics & Performance: Leverage tools like Salesforce, Claude, Salesloft, Chorus, Cognism, Zoominfo, and other martech solutions to track performance metrics, analyze results, and identify areas for improvement
• Collaboration: Partner closely with sales and marketing leadership to align goals, share insights, and optimize the lead-to-opportunity process. While co-managing the marketing campaigns for Inbounds
• Additional responsibilities and duties as required

Requirements:

• A minimum of 3 years of experience directly leading a BDR team, with demonstrated success in managing a high-performing outbound team
• Prior experience in a SaaS environment is required
• Advanced knowledge of Salesforce, Zoominfo, LinkedIn Sales Nav, Salesloft, Cognism, Claude, Chorus (or similar tools), and BDR workflows are required
• Exceptional phone, communication, and sales abilities to drive prospecting success are required
• Ability to model success, working alongside the team to inspire performance is required
• Experience designing and refining effective playbooks and prospecting strategies is required
• Skilled in analyzing metrics, identifying trends, and implementing improvements based on inbound and outbound data
• Proven ability to develop team members' skills and foster a collaborative, high-energy environment
• Ability to do call-coaching is critical to this role
• Fluency in English, both written and spoken
• ideally within a B2B MarTech or Digital Asset Management company