Senior Manager, Business Development Representatives

What you'll do:

• Team Leadership & Coaching 
• Lead, develop, and motivate a team of 10–11 BDRs with ~1+ year average tenure. 
• Conduct consistent 1:1s, call reviews, deal reviews, and skill-based coaching. 
• Coach the Xs and Os of prospecting, including: 
• Cold calling structure and execution 
• Objection handling 
• Email and sequence strategy 
• Account selection and prioritization 
• Provide real-time, actionable feedback on calls, messaging, and outbound campaigns. 
• Create individualized development plans focused on performance improvement and long-term career growth. 


Hybrid Inbound & Outbound Execution 
• Lead execution of a hybrid BDR motion, balancing inbound responsiveness with disciplined outbound prospecting. 
• Establish and reinforce clear expectations that ~70% of pipeline is BDR self-sourced and ~30% is Marketing-sourced on a monthly and quarterly basis. 
• Acknowledge natural variability in inbound flow (e.g., occasional 50/50 months) 
• Maintain consistent accountability to outbound effort, discipline, and outcomes 
• Own and enforce outbound activity standards, including call volume, sequencing strategy, account prioritization, and messaging quality — not just pipeline outcomes. 


Data, Analytics & Performance Management 
• Analyze performance data daily and weekly to understand what the data is saying — and why. 
• Define, monitor, and enforce funnel metrics from activity → S1 → S2 → S3, ensuring consistency and accountability across the team. 
• Monitor and optimize: 
• Activity and productivity metrics 
• Conversion rates 
• Pipeline creation by source 
• Self-sourced vs. inbound contribution 
• Translate insights into clear, actionable coaching plans that improve results. 
• Accurately forecast pipeline and performance at the team level. 


Sales Partnership & Pipeline Stewardship 
• Build strong, trusted relationships with AEs and Sales leadership. 
• Ensure clean handoffs, tight qualification, and accountability beyond S2. 
• Stay connected to pipeline to prevent deals from stalling or dying. 
• Hold BDRs accountable for pipeline quality, follow-through, and continued engagement. 
• Align BDR activity with AE pipeline needs and broader company priorities. 


Culture & Leadership (Measured Alongside Quota) 
• Build and sustain a high-performance, high-trust culture where accountability and positivity coexist. 
• Set clear standards for effort, professionalism, resilience, and collaboration. 
• Coach with empathy, clarity, and consistency. 
• Create an environment where: 
• Wins are celebrated 
• Feedback is direct and constructive 
• Underperformance is addressed early and clearly 
• Be measured not only by quota attainment, but by team engagement, consistency, development, and cultural health. 


Change Leadership & Innovation 
• Lead the team through ongoing process, tooling, and motion changes as Everbridge continues to evolve its go-to-market strategy. 
• Pilot new outbound plays, cadences, messaging, and tools; measure results and scale what works. 
• Encourage responsible experimentation while maintaining focus on core outbound and pipeline priorities. 
• Act as a thought partner to leadership in refining ICP definition, outbound strategy, and prospecting best practices. 

What you'll Bring:

• Experience managing BDRs, SDRs, or sales development ICs (recommended, not required). 
• Deep knowledge of outbound prospecting, cold calling, and pipeline creation. 
• Strong analytical skills with the ability to turn metrics into decisions and action. 
• Proven ability to drive performance through structured coaching and accountability. 
• Entrepreneurial mindset — thrives in change, ambiguity, and evolving expectations. 
• Highly coachable leader who actively seeks feedback and partners closely with the Director to refine strategy and execution. 
• Excellent communication skills and executive presence. 
• Ability to lead with both high standards and humanity.