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Business Development Manager
FortiveOutbound BDR Manager leading a team for pipeline generation and deal qualification in SaaS solutions. Fostering high-performance culture and collaborating with marketing and sales for success.
About the role
Key responsibilities & impact- Lead, coach, and develop a team of inbound and outbound BDRs focused on new logo pipeline creation.
- Establish clear expectations around daily activity, qualification quality, and pipeline contribution.
- Conduct regular 1:1s, call reviews, deal reviews, and skill-based coaching sessions.
- Reinforce sales methodology, ICP discipline, messaging consistency, and qualification rigor.
- Foster a high-performance, feedback-driven team culture.
- Own team-level pipeline targets aligned to acquisition revenue goals.
- Ensure BDRs effectively identify, prospect, and qualify target accounts and buyers.
- Actively participate in account planning, outbound sequencing, and top-account strategy.
- Partner with AEs to ensure high-quality handoff and alignment on target accounts and win strategies.
- Continuously improve lead qualification standards to maximize conversion to sales.
- Drive daily, weekly, and monthly operating cadence including standups, pipeline reviews, and forecast alignment.
- Monitor KPIs including activity, meetings set, SALs, pipeline value, and conversion rates.
- Identify performance gaps early and implement targeted interventions.
- Ensure accurate and timely CRM hygiene and reporting.
- Partner closely with Marketing to align on ICPs, lead flow, campaigns, and outbound plays.
- Collaborate with Sales Leadership to align BDR priorities with territory and account strategies.
- Provide structured feedback to Marketing and Product based on market signals and prospect feedback.
- Onboard and ramp new BDRs quickly and effectively.
- Develop clear career paths and readiness criteria for advancement into AE or senior roles.
- Identify high-potential talent and create individualized development plans.
Requirements
What you’ll need- 3–6 years of BDR/SDR experience in B2B SaaS, preferably 1–3 years in a people management role.
- Proven success building and leading high-performing BDR teams in an enterprise or mid-market SaaS environment.
- Strong understanding of outbound prospecting, inbound qualification, and pipeline metrics.
- Demonstrated ability to coach for skill, behavior, and results.
- Strong collaboration skills with Sales, Marketing, and Enablement.
- Experience with CRM and engagement tools such as Salesforce, Outreach, Salesloft, or similar.
- Ability to operate with urgency, structure, and accountability in a growth environment.
- Willingness to travel periodically for team and leadership meetings.
Benefits
Comp & perks- Health insurance
- 401(k) matching
- Flexible working hours
- Paid time off
- Professional development opportunities
ATS Keywords
✓ Tailor your resumeApplicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard Skills & Tools
BDR experienceSDR experienceoutbound prospectinginbound qualificationpipeline metricscoaching for skillcoaching for behaviorcoaching for results
Soft Skills
leadershipteam developmentcollaborationfeedback-driven cultureaccountabilityurgencyorganizational skills