Business Development Manager

PerformYard•Arlington, VA

20d•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 is responsible for holding the team accountable to goals while helping individual representatives develop. This high-impact role works closely with the Director of Business Development and the VP of Sales and Marketing. As the team grows, the manager will maintain strong execution, develop talent, and scale team performance in a remote-first environment. The position is 100% remote.

Requirements

Bachelor’s degree.
At least 5 years of experience in B2B SaaS sales or business development.
At least 2 years managing SDR/BDR teams in a high-velocity sales environment.
Previous experience as a top-performing SDR.
Demonstrated 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 the 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, including activity levels, adherence to processes, and account and opportunity prioritization.
Coach representatives through one-on-ones, call reviews, real-time shadowing, role-playing, and direct feedback on prospecting, qualification, objection handling, and meeting conversion.
Manage SDR performance through goal setting, performance tracking, accountability, career development, and performance reviews.
Monitor daily, weekly, and monthly KPIs, identify performance gaps, reinforce effective behaviors, and keep the team on track toward 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 SDRs so they understand expectations and workflows and reach productivity targets.
Support SDR team growth by 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 performance.
Ensure SDRs consistently use sales tools and established processes, follow up with leads, and accurately document CRM activity and meetings.
Coordinate with Account Executives on smooth handoffs, meeting quality, pipeline expectations, and qualification standards.
Foster a high-performance culture focused on accountability, collaboration, continuous improvement, and professional development.
Lead hands-on by staying close to daily SDR activity and assisting with calls, prospecting, and deal handoffs when needed.