BDR Manager

Autura•Atlanta, GA

6d•Remote

About The Position

At Autura, we're all about the team and looking for individuals who embody empathy, ambition, and a strong team spirit. Right now, we're looking for a Manager, Business Development to lead our outbound sales development function. As the Manager, Business Development you will build, coach, and manage a team of Business Development Representatives responsible for generating qualified appointments for both our Government and Commercial Marketplace sales teams. You will establish disciplined processes, develop prospecting playbooks, and drive consistent pipeline generation across two distinct buyer segments with different sales cycles and qualification criteria.

Requirements

5-7 years of experience in sales development, business development, or inside sales, with at least 2-3 years managing a BDR/SDR team
Demonstrated track record of consistently meeting or exceeding team quotas (85%+ attainment) and developing high-performing BDRs
Experience in complex B2B sales environments, ideally with exposure to government procurement, long sales cycles, or multi-stakeholder buying committees
Strong coaching and development skills with the ability to diagnose performance gaps and implement targeted improvement plans
Proficiency in Salesforce with the ability to build reports, analyze pipeline health, and manage data integrity
Excellent communication and interpersonal skills with the ability to coach through different prospecting scenarios and buyer personas
Data-driven mindset with the ability to translate metrics into actionable insights and process improvements
Ability to manage multiple priorities and maintain attention to detail in a fast- paced environment
Collaborative approach with the ability to work cross-functionally with sales, marketing, and operations teams

Nice To Haves

Experience in SaaS, public safety technology, government sales, or B2G markets
Familiarity with two-sided marketplace dynamics or managing BDRs across multiple product lines
Experience building BDR processes, cadences, and playbooks from the ground up or in high-growth environments
Bachelor's degree in Business, Marketing, Communications, or related field

Responsibilities

Lead and manage a team of 5-6 Business Development Representatives, focusing on individual coaching, performance optimization, and professional development
Develop and execute outbound prospecting strategies for Autura sales.
Build and refine qualification frameworks, messaging playbooks, and objection handling guides tailored to each buyer persona and sales motion
Oversee and analyze key BDR metrics including meetings set, show rates, SAO/SQL conversion, and pipeline generated, providing regular reporting to sales leadership
Maintain and optimize Salesforce for the BDR function, ensuring data accuracy, proper activity logging, and process compliance
Partner closely with Sales leaders to ensure smooth handoffs, gather feedback on lead quality, and continuously improve qualification criteria
Conduct weekly 1-on-1s with direct reports, providing coaching on prospecting techniques, messaging, and time management
Run structured pipeline reviews and deal hygiene sessions to ensure accurate forecasting and proper opportunity qualification
Identify and implement tools, sequences, and workflows that drive efficiency and scalability in the BDR function
Collaborate with Marketing to align on ICP definitions, content needs, and lead routing processes
Partner with Sales Enablement and Revenue Operations to develop training materials, onboarding programs and process improvements that support BDR performance.