Business Development Manager

Interface Systems

About The Position

Interface Systems is hiring a BDR Manager to lead its outbound function. This is a player-coach role with a clear priority order: coaching two Business Development Representatives to proficiency, owning the outbound system and tech stack end-to-end, and carrying a small strategic-accounts quota focused on executive-level outreach into highest-priority target accounts. This is not a traditional people-management role, but deeply hands-on, involving reviewing sequences, sitting in on NAE handoff conversations, building Apollo and Clay workflows, and improving research and messaging quality. The BDR Manager is responsible for building the outbound system at Interface. The role partners with the VP of Sales on outbound strategy and owns day-to-day execution, with direction set collaboratively and execution, architecture, and playbook evolution sitting with this role. The role has three pillars: coaching the BDR team to be the strongest outbound representatives in the security industry through weekly 1:1s, daily standups, and ongoing enablement; owning the outbound system including Apollo sequence architecture, Clay enrichment workflows, Sales Navigator searches, ICP targeting logic, RIQ messaging library, BDR onboarding curriculum, and enablement content; and carrying a small strategic-accounts quota for qualified meetings on named Tier 1 strategic accounts requiring executive-to-executive outreach or warm-path activation. Coaching and system ownership take precedence over personal pipeline when conflicts arise.

Requirements

3+ years of B2B outbound sales or business development experience, with at least 2 years in an outbound-led motion where 100% of pipeline came from cold or warm outreach rather than inbound or marketing-sourced leads.
Demonstrable experience running email and LinkedIn-led outbound programs. Must be able to speak to specific sequence structures built, messaging frameworks used, and measurable outcomes delivered.
Proficiency with Apollo.io, including sequence architecture, sender configuration, and workflow automation.
Ability to learn and operate modern outbound tooling (Clay, Sales Navigator, Salesforce, Microsoft stack).
Experience coaching, mentoring, or leading other BDRs or SDRs. Can be formal management experience or senior IC with proven pod lead or peer coaching responsibilities.
Strong written communication. Able to model the messaging quality the role is responsible for teaching.
Comfortable building from scratch. This role does not inherit a functioning system.
Successful completion of a background screening process.
Ability to travel up to 15% for team offsites, customer-adjacent events, and industry trade shows.

Nice To Haves

Prior experience selling or leading BDR teams in managed security, physical security, alarm, video surveillance, or access control.
Experience prospecting into multi-site enterprise or franchise accounts across retail, QSR, hospitality, C-store, or automotive verticals.
Experience in recurring revenue / MRR business models and selling managed outcomes rather than point products.
Prior experience building or significantly rebuilding a BDR or outbound system from scratch, including tech stack selection, process design, and onboarding curriculum.

Responsibilities

Run weekly 30-minute 1:1s with each BDR covering pipeline, development, and account planning.
Establish and run a daily 15-minute team standup focused on activity commits, research priorities, and blockers.
Review all new outbound sequences, email copy, and LinkedIn messaging before launch against the RIQ framework and Interface voice standards.
Conduct weekly research quality reviews on target account briefs, Clay enrichment outputs, and Sales Navigator list builds.
Run weekly NAE pairing reviews with each NAE-BDR pair to assess handoff quality, meeting brief quality, and the feedback loop between the two roles.
Host a monthly deep-dive account planning session with each BDR on their Tier 1 and Tier 2 accounts.
Bring one to two new techniques per month from the broader GTM community into team practice. Test, iterate, adopt, or kill.
Own Apollo.io as the primary outbound platform. Design and maintain sequence architecture across tiers and verticals. Maintain sender hygiene and deliverability.
Own Clay enrichment workflows for target account research and list building.
Own Sales Navigator saved searches. Build prescriptive searches the BDRs run against, by vertical and tier.
Build and maintain the RIQ (Research-Insight-Question) messaging library across Interface's priority verticals (retail, QSR, C-store, automotive, hospitality, franchise multi-site).
Own the BDR onboarding curriculum and ramp plan for future hires.
Adhere to Salesforce data hygiene.
Partner with Marketing on demand-gen-to-outbound handoff workflows and content needs.
Prospect into named Tier 1 strategic accounts requiring executive-to-executive outreach, warm-path activation through Interface’s executive network or MSD Capital, or complex multi-threaded pursuits where BDR-tier prospecting is not the appropriate motion.
Share all personal sequences, research, and outreach with the team as live examples of the motion.
Hand qualified meetings off to the appropriate NAE using the same brief format the BDRs are held to.
Report pipeline sourced, meeting quality, sequence performance, and team development progress to the VP of Sales weekly.
Partner with the VP of Sales on quarterly outbound strategy, hiring decisions, and system investments.