Business Development Manager

Fortive•Austin, TX

About The Position

The Outbound BDR Manager is a frontline people leader responsible for driving consistent, high-quality pipeline generation for North America New Logo Acquisition. This role directly manages a team of BDRs and is accountable for daily execution, coaching, prioritization, and performance against activity, pipeline, and contribution targets. The BDR Manager operates as a player–coach, deeply involved in deal qualification, outbound strategy, and talent development. They also leverage FBS tools and best practices to drive continuous improvement within the team.

Requirements

3–6 years of BDR/SDR experience in B2B SaaS
1–3 years in a people management role
Proven success building and leading high-performing BDR teams in an enterprise or mid-market SaaS environment.
Strong understanding of outbound prospecting, inbound qualification, and pipeline metrics.
Demonstrated ability to coach for skill, behavior, and results.
Strong collaboration skills with Sales, Marketing, and Enablement.
Experience with CRM and engagement tools such as Salesforce, Outreach, Salesloft, or similar.
Ability to operate with urgency, structure, and accountability in a growth environment.

Nice To Haves

Willingness to travel periodically for team and leadership meetings.

Responsibilities

Lead, coach, and develop a team of inbound and outbound BDRs focused on new logo pipeline creation.
Establish clear expectations around daily activity, qualification quality, and pipeline contribution.
Conduct regular 1:1s, call reviews, deal reviews, and skill-based coaching sessions.
Reinforce sales methodology, ICP discipline, messaging consistency, and qualification rigor.
Foster a high-performance, feedback-driven team culture.
Own team-level pipeline targets aligned to acquisition revenue goals.
Ensure BDRs effectively identify, prospect, and qualify target accounts and buyers.
Actively participate in account planning, outbound sequencing, and top-account strategy.
Partner with AEs to ensure high-quality handoff and alignment on target accounts and win strategies.
Continuously improve lead qualification standards to maximize conversion to sales.
Drive daily, weekly, and monthly operating cadence including standups, pipeline reviews, and forecast alignment.
Monitor KPIs including activity, meetings set, SALs, pipeline value, and conversion rates.
Identify performance gaps early and implement targeted interventions.
Ensure accurate and timely CRM hygiene and reporting.
Partner closely with Marketing to align on ICPs, lead flow, campaigns, and outbound plays.
Collaborate with Sales Leadership to align BDR priorities with territory and account strategies.
Provide structured feedback to Marketing and Product based on market signals and prospect feedback.
Onboard and ramp new BDRs quickly and effectively.
Develop clear career paths and readiness criteria for advancement into AE or senior roles.
Identify high-potential talent and create individualized development plans.
Continuously refine outbound motions, messaging, and targeting based on performance data.
Leverage best practices in SaaS BDR management to drive scalability and efficiency.
Support enablement initiatives related to tools, messaging, and methodology adoption.