Business Development Representative (BDR) Manager - (US)

TradeCentric•Raleigh, NC

19h•$140,000 - $165,000•Remote

About The Position

TradeCentric is seeking a Business Development Representative (BDR) Manager to build and lead a team responsible for filling the sales funnel. This role involves coaching Business Development Representatives to identify, engage, and qualify prospects, and to hand off high-quality opportunities to Account Executives. The ideal candidate will be instrumental in building the team that initiates the first crucial customer conversations. TradeCentric specializes in connecting B2B suppliers with their buyers through integrations of eCommerce platforms (Shopify, Salesforce Commerce, Adobe Commerce, OroCommerce, BigCommerce) with buyer eProcurement systems (SAP Ariba, Coupa, Jaggaer, Oracle, PeopleSoft, SAP). Their solutions are designed for Mid-Market and Enterprise suppliers aiming to integrate a significant number of buyer customers, leading to revenue growth and improved customer retention through enhanced efficiencies by eliminating manual work. The BDR Manager will report to the VP of Sales and will be responsible for recruiting, coaching, and developing a team of 4 BDRs. This hands-on, data-driven role requires a leader who has a proven track record as a top-performing BDR, has successfully led a BDR team to meet performance targets, and is passionate about building a high-output team within a technically complex sales environment. The role emphasizes owning the BDR playbook, executing signal-based outbound strategies, and ensuring well-qualified Sales Qualified Opportunities (SQOs) are handed off to Account Executives using the Same Side Selling methodology.

Requirements

5+ years of B2B sales experience in SaaS or enterprise software, including 2+ years leading BDR or SDR teams.
Prior success as a top-performing BDR or SDR, with a record of exceeding pipeline targets.
Experience running outbound into multi-stakeholder, technically complex Mid-Market and Enterprise sales.
Hands-on experience with Salesforce and a sales engagement platform such as Salesloft or Outreach.
Data-driven coaching style, comfortable building dashboards and adjusting strategy based on trends.
AI exploration: Evaluates and experiments with AI tools and workflows, with a strong understanding of AI as it applies to the BDR role.
Strong written and verbal communication, including with senior executives.

Nice To Haves

Experience in eCommerce, eProcurement, iPaaS, or data integration technology.
Experience with Gong, LinkedIn Sales Navigator, and intent or signal data tools.
Formal training in Same Side Selling or a similar consultative methodology.
Experience building a BDR-to-AE promotion path.

Responsibilities

Partner with the VP of Sales to set SQO targets, OKRs, and quotas for the BDR team, and drive accountability against them.
Forecast and deliver monthly SQO and pipeline targets.
Manage conversion and acceptance rate from MQL to SQL to SQO, and ensure clean, well-documented handoffs to AEs.
Balance inbound lead follow-up with self-sourced outbound so pipeline coverage stays consistent.
Own the BDR playbook: target personas (procurement, IT, eCommerce and digital leaders), qualification criteria for AE handoff, objection handling, and sequence design.
Build and run signal-based, account-based outbound using intent data, trigger events, and AI research tools to prioritize Mid-Market and Enterprise accounts.
Coach the team to apply Same Side Selling, uncovering prospects' desired results, issues, and business impact early in qualification.
Recruit, hire, onboard, and coach BDRs through call reviews, activity reviews, and structured one-on-ones.
Partner with Enablement and HR on an onboarding program that brings new BDRs to full SQO productivity within 90 days.
Build a defined BDR-to-AE promotion path with clear readiness criteria.
Partner with Marketing on targeted campaigns and events, measuring and optimizing results.
Share market, prospect, and competitive insights with Sales leadership and Product.
Represent TradeCentric at industry events and trade shows as needed.
Maintain accurate CRM data in Salesforce, including stages, contact data, and disqualification reasons.
Build and maintain Gong dashboards and flows aligned to Same Side Selling.
Continuously refine process and tooling to improve BDR productivity.