Business Development Representative
Sustainment
Salary
💰 $135,000 - $150,000 per year
Job Level
Lead
About the role
- Lead, mentor, and motivate a team of SDRs to meet and exceed monthly, quarterly, and annual targets
- Foster a high-performance culture with a focus on continuous improvement and professional development
- Develop and implement outbound and inbound prospecting strategies aligned with company goals
- Collaborate with marketing to optimize lead generation and lead qualification processes
- Ensure SDRs effectively use sales methodologies, cadences, and outreach tools
- Set clear KPIs (calls, emails, meetings booked, SQLs generated, etc.) and monitor team performance
- Analyze data to identify trends, opportunities, and areas for improvement
- Report on SDR performance to senior sales leadership with actionable insights
- Provide ongoing training on sales techniques, product knowledge, and industry trends
- Identify skill gaps and create individualized development plans
- Role-play scenarios to improve objection handling, discovery calls, and qualification processes
- Work closely with Account Executives (AEs) to ensure smooth handoffs of qualified opportunities
- Partner with marketing to align on lead quality, campaign feedback, and messaging effectiveness
- Collaborate with product and customer success teams to stay informed on product updates and customer feedback
Requirements
- 3–5+ years in B2B SaaS sales, preferably in an SDR, BDR, or inside sales role
- Minimum of 3 years of experience managing or leading an SDR/BDR team, with at least 2 consecutive years in the role at a single company
- Proven track record of meeting/exceeding sales targets both individually and as a team leader
- Strong understanding of sales development processes, outbound prospecting, and lead qualification frameworks (e.g., BANT, MEDDIC, SPIN)
- Experience with CRM systems (e.g., Salesforce, HubSpot) and sales engagement tools (e.g., Outreach, Salesloft, LinkedIn Sales Navigator)
- Proficient in data analysis and reporting tools to track performance and optimize processes
- Strong organizational and time management abilities
- Resilient, adaptable, and able to thrive in a fast-paced, high-growth environment
- Strategic thinker with a problem-solving, growth mindset
- Preferred: Experience in SaaS or technology sales environments with complex sales cycles
- Preferred: Familiarity with account-based marketing (ABM) strategies
- Preferred: Background in scaling SDR/BDR teams in high-growth companies
