Sales Development Manager

About the Role

As the Sales Development Manager, you serve as the leader and coach of our Business Development Representative (BDR) team, driving growth through systematic outbound prospecting and pipeline development. You build and maintain a high-performing team that initiates relationships with potential customers across the electrical infrastructure market, including utilities, renewable energy developers, industrial facilities, data centers, oil & gas operations, electrical contractors, engineering firms, and distributors. Working collaboratively with Marketing and Sales leadership, you develop and execute strategies to expand our customer base and create new opportunities. You combine strong coaching abilities with data-driven performance management to ensure your team consistently delivers quality opportunities to our Account Executives.

Role Responsibilities

• Target Account Outreach: Collaborate with our Demand Generation Manager to research accounts, understand their business, identify key decision-makers, and develop personalized outreach strategies. Build comprehensive profiles of target companies and their electrical infrastructure needs.
• Team Leadership and Development: Build, coach, and retain a high-performing team of Business Development Representatives. Provide ongoing mentorship, conduct regular 1:1s, and create individual development plans to help BDRs advance their careers.
• Performance Management: Set and track individual and team KPIs including activities, pipeline generation, and conversion rates. Conduct regular performance reviews, provide constructive feedback, and implement improvement plans when necessary.
• Process Optimization: Develop and refine prospecting processes, including target account selection, outreach strategies, and qualification criteria. Continuously improve handoff procedures between BDRs and Account Executives.
• Training Program Management: Create and maintain comprehensive training programs covering product knowledge, prospecting techniques, and sales methodology. Ensure BDRs understand our products, target markets, and value propositions.
• Cross-functional Collaboration: Partner with Marketing to align on campaigns and lead flow, with Sales Engineering on technical training, and with Account Executives to understand ideal customer profiles and territory strategies.
• Pipeline Development: Monitor and analyze pipeline metrics to ensure healthy opportunity flow. Work with Account Executives to optimize qualification criteria and improve conversion rates.
• Resource Development: Create and maintain prospecting playbooks, call scripts, email templates, and other tools to support BDR success. Keep resources updated as products and target markets evolve.
• Recruitment and Onboarding: Lead the recruitment process for new BDRs, including candidate screening and interviews. Develop and execute comprehensive onboarding programs for new team members.

About You

You bring proven sales development leadership experience and a passion for coaching, paired with the analytical mindset that comes from understanding how process and metrics drive team success. Your motivational approach is balanced by your ability to hold people accountable to high standards. You dive into the details of performance data and call recordings while keeping sight of the bigger picture, managing both individual growth and team results. Above all, you're driven by building and developing top talent and thrive in creating a culture of success.

Requirements

• 5+ years of B2B sales experience with at least 2 years managing BDR/SDR teams
• Proven track record of building and scaling successful sales development teams
• Experience with modern sales engagement tools and methodologies
• Strong understanding of pipeline metrics and performance analytics
• Experience developing and delivering sales training programs
• Excellent coaching and mentoring abilities
• Data-driven approach to performance management
• Strong project management and organizational skills
• Bachelor's degree in Business or related field and/or evidence of exceptional experience
• Technical aptitude and ability to learn complex products