Business Development Representative (BDR) Manager

TradeCentric is hiring a BDR Manager to build and lead a team of four Business Development Representatives that fills the sales funnel and qualifies opportunities for Account Executives. The role owns the BDR playbook, outbound strategy, team development, pipeline performance, and related sales operations.

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
• 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

Requirements:

• 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