The Manager of Business Development will oversee all activities of an internal team of BlackLine's Business Development Reps in support of both the Enterprise and Mid-Market Sales teams. This include managing inbound BDR activity, which entails qualifying inquiries from various lead sources including all marketing campaigns, website programs, call-ins, emails, conferences, and other channels; coordinating outbound BDR activity between internal and outside resources; managing internal outbound BDR activity which entails researching and engaging with target accounts. The Manager will ensure that BDR's are well-equipped to analyze each prospect's needs and create a strong business case to underscore the value & ROI of our software solutions. This position reports to the Director, Business Development and will support Enterprise and Mid-Market Sales teams both in the, developing sales qualified leads (SLQs) and tracking lead hand-offs to close deals.
Responsibilities: 

BDR Management and Coordination

• Manage the day-to-day activities, priorities, and performance of the internal North America BDR team.
• Work with Sales to establish target accounts for outbound BDR activity and coordinate outbound BDR activities.

Leadership and Training

• Ensure BDRs are prepared to: qualify and develop marketing generated inbound leads or penetrate, engage, and develop target accounts; work with prospects to thoroughly understand their needs and align their needs with our solution; actively understand our technology, solutions, and industry trends in order to effectively communicate the value proposition and ROI of our solution; schedule demonstrations between prospects and Solution Consultants; handle software capability and other questions in the pre-sales or business development process; and, after qualifying a prospect, ensure appointments are properly coordinated with the appropriate Sales Representatives for follow up.
• Functions as a "Player/Coach" as both a leader and doer, providing position leadership and insights, supporting corporate strategic objectives, as well as being a 'hands-on' member of the staff.
• Listen in on BDR calls on a weekly basis to provide coaching and feedback and to document best practices across the team
• Review BDR emails on a weekly basis to provide feedback and to document best practices across the team
• Thoroughly understand our technology, solutions, and industry trends to effectively train/mentor the BDR team.
• Assist in recruiting and training new BDRs.
• Help create and execute any additional BDR training programs as needed.

Workflow, Measurement, and Tracking

• Work with Director, Business Development to establish and optimize processes, workflows, handoffs, and tracking of lead generation, lead development, and sales activities.
• Track key metrics for evaluating BDR performance on a daily, weekly, monthly, and quarterly basis.
• Ensure accurate tracking of communications with potential customers in SalesForce.com by BDRs and other reps.
• Provide weekly accurate SAL and SQL (Sales Qualified Lead) forecasts to the Director, Business Development
• Meet monthly and quarterly qualified leads and revenue objectives for the BDR team.

Marketing and Demand Generation

• Strategize and plan BDR calling activity to align with email and other marketing campaigns to generate new sales leads.
• Participate in marketing campaign strategy and planning meetings to help design new lead generation campaigns that maximize overall results.