Outbound Business Development Team Lead

Cority is the global enterprise EHS software provider creating industry-leading technology to empower those who transform the way the world works.

For over 35 years, Cority has been powered by the spirit of innovation, deep domain expertise, and a commitment to integrity that enables higher levels of operational and sustainable performance with the most comprehensive, human-centered, and secure SaaS platform to help workers and businesses thrive in 100 countries around the world.

The company enjoys the industry’s highest levels of client satisfaction and has received many awards for its strong employee culture and outstanding business performance. To learn more, visit www.cority.com.

WHAT’S IN IT FOR YOU?

At Cority, we keep abreast of the changing labour market to ensure that our employees are paid based fairly and equitably based on their skills, years of experience, education and functional experience. Employee health and well-being are at the core of what we do. Competitive health benefits, dental plans, fitness allowance, health care spending account, retirement savings plan, work from home, as well as subsidized internet provide employees and their families support and flexibility.

We pride ourselves on our values-driven, performance oriented, dynamic and growth focused culture. The leadership team strives to create a meaningful work experience for employees through challenging work projects and employee recognition. Our HR team ensures our employees have opportunities to get social through corporate volunteering and social happy hours both in office and virtually.

Job enrichment, employee development and career planning are our priority. Cority ensures that employees have their skills and certifications up-to-date with our annual training allowance. Internal Recruitment, Departmental Conferences, Group Training Programs, and High Talent Programs are some of the ways that we hone skills and grow talent within the company.

The Outbound BDR Team Lead will perform business development representative responsibilities while also leading a team to successfully build sales pipeline. This role is more tactically oriented, concentrating on short-term goals focusing on day-to-day operations, team performance, and individual skill development ensuring that BDRs have the necessary resources and support to meet their weekly and monthly targets. You will be instrumental in driving the team results by coaching, mentoring, motivating, measuring, problem-solving, and managing the team to help each individual overachieve quota.  

This position reports to the Business Development Manager and works closely with Sales and Marketing leadership to execute company and department strategies to maximize pipeline creation. It requires a go-getter, proactive, results-oriented individual, and a strong people leader with a natural inclination to win who fosters collaboration among the team and leads by example while carrying a quota. 

• Ensure Business Development Representatives (BDRs) consistently meet or exceed weekly, monthly, quarterly, and yearly opportunities and pipeline quotas 
• Implement Account-Based Strategic prospecting and effective account penetration that prioritize targeted approach and tailored messaging 
• Identify team-wide opportunities for improvement, and develop the skills and knowledge to create a high-performing BDR team 
• Ensures newly recruited BDRs are onboarded effectively and productive faster 
• Partner with Marketing and the sales leadership team to implement sales and pipeline-building strategies  
• Work closely with the BDR Leadership team to improve opportunity hand-off and qualification processes 

• Day-to-Day Team Management & Leadership:
• Lead by example, demonstrating the behaviours and work ethic you expect from your team

• Motivate and inspire your team members to perform at their best
• Dedicate 60% of your time to achieving personal quota and 40% to team lead duties
• Achieve personal monthly quotas of Sales Accepted Opportunities and pipeline
• Setting individual and team performance goals, providing regular feedback, and conducting 1:1s to track progress
• Lead the team in their day-to-day execution of outbound activities, strategic prospecting leveraging Account-based strategy, and effective nurturing to generate new logos and existing customer opportunities
• Foster a collaborative team environment, encouraging teamwork, and addressing any interpersonal conflicts that may arise
• Create open communication, driving a fun and successful BDR team climate
• Recognize and reward top-performing BDRs, motivating them to continue performing at a high level
• Educate prospects, position the value proposition of the Cority solution and communicate key information regarding solutions and delivery of our products 
• Coaching & Mentorship Skills:
• Conduct weekly 1:1s with each BDR and Identify individual strengths and weaknesses, providing targeted and immediate feedback and guidance as often as needed helping them overcome obstacles and improve performance
• Adapt your coaching style to different personalities and learning styles
• Foster a growth mindset in your team members, encouraging them to continuously learn and improve
• Design and deliver training programs that focus on sales techniques, best practices refresher and product knowledge
• Share industry insights and trends, ensuring the team stays up-to-date and competitive
• Prioritize coaching by leading engaging and effective training sessions through live coaching, one-on-one call review, role play and group call review
• Performance Analysis & Quality Control:
• Run daily assessments, set daily objectives, and monitor BDR dashboards to ensure the team is on pace to achieve goals and takes action when and where needed.
• Monitor KPIs daily (dials, connected calls, and positive conversations) and hold reps accountable to metrics.
• Analyze team and individual metrics, identifying trends, and making data-driven decisions.
• Identify patterns that need to be addressed and communicate concerns to the Manager
• Create reports, analyze performance data and make recommendations to management to help guide the strategic direction of the team
• Regularly report on team/individual results and % of plan achieved MTD & QTD
• Ensure that BDRs are following established best practices, sales processes, and company standards to maintain quality and consistency
• Strategy Development & Tactical Problem-Solving:
• Create and refine prospecting strategies, ensuring they align with the overall sales objectives and target the correct buyer persona
• Teach BDRs data-driven prospecting strategies and how to prioritize their funnel and/or target accounts. Also identifying the “next best” activity to maximize productivity 
• Work closely with sales reps and management to ensure quality and align territory strategy tactics
• Identify and make recommendations to help improve productivity, efficiency, and process
• Validate and ensure data quality and governance on accounts in CRM owned by your team
• Influence & collaborate as we build out & tweak, a repeatable scalable process for generating pipeline with our Strategic Evergreen Plays
• Ensure BDRs invest time in professional development by actively refreshing and/or honing sales skills and product knowledge through Cority Academy and Udemy
• Resolve routine problems and act as the first point of escalation for BDRs. Elevate issues or questions to the Manager, as necessary

• Undergraduate degree.
• Experience:
• 1-2 years’ experience in a BDR role, preferably in B2B, preferably in Saas
• Competencies:
• High degree of motivation, energy, and creativity in a fast-paced organization
• Consistent track record of quota overachievement with an ability to lead by example
• Results-oriented, metric-driven track record
• Strong organizational and time management skills
• Demonstrated ability to handle multiple priorities effectively and efficiently
• Passion for training, motivation and coaching in a fast-growth environment
• Excellent communication and presentation skills
• General: Motivating Others, Team building, Providing Feedback, Coaching, Self-Development, Motivation for Sales, Self-Confidence, Sales Planning, Orienting Employees
• Specific Skills:
• Understanding of the sales process and best practices - preferably within a direct, B2B outbound sales environment
• Knowledge of CRMs and other sales tools such as Salesforce, Salesloft, Zoominfo and Gong are desirable.

Cority is committed to a diverse and inclusive work environment. Cority is an equal opportunity employer and does not discriminate based on race, nationality, gender, gender identity, sexual orientation, protected veteran status, age, disability or any other legally protected status. For applicants who would like to request for accommodation please send an email to hr@cority.com.