Business Development Manager

PerformYard•Arlington, VA

21d•Remote

About The Position

PerformYard is a profitable, growth-stage B2B SaaS company offering an AI-enabled platform for managing and measuring employee performance. The Business Development Manager leads and develops a team of Sales Development Representatives (SDRs), driving consistent pipeline generation through day-to-day management, coaching, and execution. The role owns key growth metrics—including demos, pipeline, and revenue—and holds the team accountable to performance goals while helping individual representatives reach their potential. As the team grows, the manager maintains strong execution, develops talent, and scales team performance in a remote-first environment. The role works closely with the Director of Business Development and the VP of Sales and Marketing. It is 100% remote.

Requirements

Bachelor’s degree.
At least 5 years of experience in B2B SaaS sales or business development.
At least 2 years of experience managing SDR/BDR teams in a high-velocity sales environment.
Previous experience as a top-performing SDR.
Proven success hitting demo and pipeline targets and enabling SDRs to consistently exceed quota.
Experience managing sales teams in remote-first or distributed environments.
Strong command of sales technology, including CRM systems such as Salesforce or HubSpot, engagement platforms such as Salesloft, Nooks, or Outreach, and prospecting tools such as LinkedIn Sales Navigator or ZoomInfo.
Data-driven decision-making skills and a firm grasp of conversion metrics and forecasting.
Strong coaching, mentoring, and feedback skills, with a passion for developing people.
Excellent communication and leadership skills, including the ability to influence cross-functional teams.
Strategic thinking and ability to align sales development activities with broader go-to-market and revenue goals.

Responsibilities

Lead, manage, and develop a team of SDRs to exceed targets for completed meetings, qualified pipeline generation, and closed/won business.
Manage daily SDR execution, ensuring consistent activity, adherence to processes, and prioritization of appropriate accounts and opportunities.
Coach SDRs through one-on-ones, call reviews, real-time shadowing, role-playing, and direct feedback to improve prospecting, qualification, objection handling, and meeting conversion.
Manage SDR performance, including goal setting, performance tracking, accountability, career development, and regular performance reviews.
Monitor daily, weekly, and monthly KPIs to identify performance gaps, reinforce successful behaviors, and keep the team on track to meet pipeline and revenue goals.
Partner with Sales and Marketing leadership to align SDR priorities with business objectives, campaign performance, ideal customer profiles, and messaging.
Oversee onboarding, ramping, and ongoing development of new SDRs so they understand expectations, follow workflows, and reach productivity targets.
Support SDR team growth through recruiting, interviewing, hiring, and preparing new team members to contribute quickly.
Manage team capacity, territory coverage, and workload distribution as the organization scales.
Use CRM data and sales engagement tools to monitor productivity, maintain accurate reporting, identify trends, and improve team performance.
Ensure SDRs consistently use sales tools and established processes, follow up with leads, and accurately document CRM activity and meetings.
Work with Account Executives to ensure smooth handoffs, strong meeting quality, and alignment on pipeline expectations and qualification standards.
Build a high-performance team culture based on accountability, collaboration, continuous improvement, and professional development.
Lead hands-on by staying close to daily SDR activity and supporting calls, prospecting, and deal handoffs when needed.