Business Development Rep (BDR) Manager

Suralink® is a fast-growing Software as a Service (SaaS) technology company looking for exceptional professionals to join our team. Our award-winning company has been recognized for growth, innovation, and culture, and over 500,000 companies around the world have used our software. Our platform was built for accountants, auditors, security professionals, investors, and other professional service firms, providing a secure, straightforward way to request, receive, track, and manage their documents at scale. If you're looking for a promising company where you can genuinely make your mark, we'd love to talk to you. Who we are looking for: Suralink is seeking a motivated and experienced Business Development Representative (BDR) Manager to lead and grow our BDR team. Reporting directly to the Head of Marketing, you will be crucial in fueling our sales pipeline by optimizing performance across both inbound and outbound lead generation efforts. This role requires a dynamic leader with a passion for coaching, strategy execution, and cross-functional collaboration. ABM/ABX experience preferred. Key Responsibilities: Leadership & Team Management • Lead, mentor, and manage a team of BDRs to achieve and consistently exceed their individual and team key performance indicators (KPIs), including booked meetings, qualified opportunities, and overall pipeline contribution. • Provide regular, one-on-one coaching & role-playing sessions to enhance prospecting skills, qualification techniques, and professional development. • Participate actively in the recruitment, hiring, and onboarding of new BDRs, ensuring they are quickly integrated and set up for success. • Foster a high-energy, results-oriented, and continuous learning culture within the team. Inbound & Outbound Strategy and Execution • Work with marketing & product to implement strategic outbound prospecting campaigns targeting ideal customer profiles (ICPs) and strategic accounts within the Audit Accounting industry • Oversee the efficient qualification and nurturing of inbound leads generated by Marketing activities (e.g., content downloads, website forms). • Continuously refine and improve outbound processes, tools, and team workflows to increase efficiency and the quality of qualified leads. • Strong ABM/ABX experience with proven track record of success. Performance Tracking & Reporting • Monitor and analyze team performance using CRM and sales engagement tools, regularly reporting on team metrics to leadership. • Utilize data-driven insights to identify trends, forecast pipeline contribution, and make strategic adjustments to team activities and processes. • Motivate BDRs to embrace accountability to strict SLAs Cross-functional Collaboration • Work closely with the Head of Marketing to align BDR messaging and outreach strategies with broader marketing campaigns and content initiatives. • Maintain strong alignment with Sales Leadershipto win strategic accounts and fuel high velocity sales. Experience and Professional Qualifications: (THESE WILL ALSO BE YOUR KNOCKOUTS) • 3+ years of experience in a BDR, SDR, or SaaS sales role, with at least 1-2 years in a team lead or managerial capacity within a B2B SaaS environment. • Demonstrated success in managing a BDR/SDR team that drove consistent results and met pipeline generation goals. • Strong understanding of both outbound prospecting methodologies (cold calling, email, social selling) and inbound lead qualification processes. • Proficiency with Hubspot CRM, Seamless.ai • Exceptional leadership, coaching, and motivational skills with a proven ability to build and inspire high-performing teams. Additional Preferred Qualifications: • Experience with a vertical SaaS • Familiarity with sales methodologies such as Challenger Sales, Solution Selling, or SPIN Selling. Competencies: • Full-Funnel Pipeline Strategy • Ability to design and manage processes that efficiently handle three distinct motions: Inbound), Outbound, and ABM. This includes defining clear handoff criteria for each channel. • Vertical & ICP Expertise (SaaS Acumen) • A deep, working knowledge of the specific vertical's business challenges, terminology, and key decision-makers. This is crucial for guiding BDRs to create highly personalized and relevant messaging that resonates with the Ideal Customer Profile (ICP), especially for ABM and outbound. • Data-Driven Performance Management • The skill to define, track, and analyze key BDR metrics beyond activity volume (calls/emails). They must focus on conversion rates (e.g., touch-to-conversation, conversation-to-meeting, meeting-to-opportunity), pipeline quality, win rates by source, and the specific ROI for ABM accounts. • Multi-Channel Orchestration • Expertise in coaching BDRs to execute coordinated, tailored sequences across multiple channels (phone, email, LinkedIn, direct mail) for maximum impact. This is essential for ABM, where outreach to multiple stakeholders within a target account must be consistent and personalized. • The ability to act as the primary bridge between the Sales and Marketing organizations. This involves creating shared targets, managing Service Level Agreements (SLAs), providing Marketing with vital feedback on lead quality and content effectiveness, and collaborating with Sales on target account selection and messaging playbooks. • Coaching for Resilience and Creativity • Ability to train and motivate BDRs in the distinct skills required for each motion: the speed/empathy of Inbound qualification, the grit/persistence of Outbound cold prospecting, and the detailed, strategic research/messaging of ABM. They must foster a culture that handles rejection and celebrates small wins. • Talent Development & Retention • A focus on recruiting, onboarding, and continuous training for BDRs. This includes developing clear career paths (typically to Account Executive) and providing personalized coaching plans that address both soft skills (active listening, objection handling) and hard skills (tech stack proficiency, lead research). • Tech Stack Proficiency (CRM & Sales Engagement) • Mastery of the team's technology, including Hubspot CRM, Chilipiper, Seamless.ai. • Messaging & Personalization Strategy • The skill to define and refine the team's talk tracks and email copy to ensure they are high-impact and hyper-personalized. This requires coaching BDRs on how to leverage account-level research (intent data, company news) to move beyond generic templates, which is critical for ABM success. • Process Optimization & Documentation • The drive to continuously audit and improve BDR workflows. This includes documenting clear, repeatable playbooks for each motion and lead type, and implementing A/B testing on messaging, cadences, and channels to drive incremental gains in conversion and efficiency. At Suralink, our values guide everything we do: • Customer Obsessed: We seek to understand those we serve deeply and are committed to serving them better than anyone else. • Passionately Motivated: We care about what we do, which drives us to work hard, show grit, and go above and beyond to achieve great outcomes. • Constantly Improving: We are eager to learn and grow. Challenges are opportunities to innovate and enhance our solutions. • Team Focused: We know that our success is built together. We support one another and celebrate team achievements. • Highly Reliable: We demonstrate good judgment, honor our commitments, and are accountable for our results. Why Suralink? There's a lot to love about working at Suralink! Here are a few of the benefits you can expect: • Remote-friendly policy • Medical/vision/dental insurance • Flexible PTO policy and ten paid holidays • Parental leave • Professional development allowance • Community involvement Apply tot his job