[Hiring] Manager of Business Development Representatives @Aprimo

Role Description

We are seeking a Manager of EMEA Business Development Representatives (BDR) and Inbound US Business Development Representatives to join our team and drive the success of our Inbound and Outbound BDR efforts. This is a first-line management role, not a manager-of-managers position, making it perfect for a hands-on leader eager to roll up their sleeves and make an impact.

What You Will Be Responsible For:

• 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.

Qualifications

• Proven Leadership: A minimum of 3 years of experience directly leading a BDR team, with demonstrated success in managing a high-performing outbound team.
• SaaS experience: Prior experience in a SaaS environment is required, ideally within a B2B MarTech or Digital Asset Management company.
• Expertise in Tools & Processes: Advanced knowledge of Salesforce, Zoominfo, LinkedIn Sales Nav, Salesloft, Cognism, Claude, Chorus (or similar tools), and BDR workflows are required.
• Sales Skills: Exceptional phone, communication, and sales abilities to drive prospecting success are required.
• Player-Coach Mentality: Ability to model success, working alongside the team to inspire performance is required.
• BDR Playbook Development: Experience designing and refining effective playbooks and prospecting strategies is required.
• Data-Driven Approach: Skilled in analyzing metrics, identifying trends, and implementing improvements based on inbound and outbound data.
• Coaching & Mentoring: 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.

Benefits

• Target Compensation: On-Target Earning ranging from an equivalent of $130,000 - $175,000 USD depending on job related knowledge, skills, and level of experience.
• Competitive benefits coverage that begins on the first day of employment, including:
  • Medical benefits with low premiums and choice of two programs (PPO or High Deductible).
  • Dental benefits with choice of two programs (PPO or HMO).
  • Vision benefits program.
  • Health savings account (HSA).
  • Flexible spending accounts (FSA) for medical care, dependent care, and commuter/transit benefits.
  • 401(K) savings plan that matches the first 4% of compensation at 100%, and the next 2% at 50%.
  • Basic life insurance covered at 100% and twice the base salary, with additional voluntary/optional coverage available.
  • Disability insurance covered at 100% for short term disability and covered at 50% for long term disability.
  • Maternity leave is paid at 100% for up to twelve weeks and paternity leave is paid at 100% for six weeks.
  • Employee Assistance Program (EAP) that provides employees with mental health resources and therapy consulting.