Business Development Manager

About The Role
The Business Development Manager will lead and scale an established BDR team, bringing structure, consistency, and accountability to the top of the sales funnel. This role is responsible for defining what “good” looks like, enforcing standards, and ensuring the team consistently delivers high-quality, qualified RFPs that convert to revenue.

Key Responsibilities
Team Leadership and Accountability

Lead, coach, and develop a team of BDRs with clear expectations and consistent oversight

Establish and reinforce standards for activity, qualification, and data integrity

Hold the team accountable to KPIs including RFP volume, quality, and conversion readiness

Conduct regular 1:1s focused on performance, skill development, and problem solving

Identify performance gaps quickly and take corrective action

Define and Enforce “What Good Looks Like”

Own and refine the definition of a qualified lead and RFP

Ensure every opportunity includes clear event fundamentals, real need, and viable expo potential

Identify and eliminate low-quality leads that are not actionable

Reinforce strong discovery habits and effective questioning across the team

Pipeline Quality and Process Execution

Oversee the full lead lifecycle: sourcing → qualification → handoff to NSMs

Ensure clean, consistent, and accurate data entry in Salesforce

Improve quality and consistency of BDR-to-NSM handoffs

Partner with Sales to ensure alignment on what constitutes a viable opportunity

Continuously evaluate and improve conversion from lead to qualified RFP

Operational Excellence

Drive disciplined use of Salesforce, ZoomInfo, and other prospecting tools

Monitor reporting and dashboards to track performance and identify trends

Ensure processes are followed consistently across the team

Identify breakdowns in workflow and implement solutions to improve efficiency

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