BDR Manager

RSA Security•Burlington, MA

7d•$150,000 - $170,000•Onsite

About The Position

RSA is seeking a results-driven Manager, Business Development to lead and develop our Business Development Representative (BDR) team. This leader will be responsible for building a high-performing outbound business development organization that consistently generates qualified pipeline and creates new business opportunities for RSA. The ideal candidate is an experienced sales development leader who is passionate about coaching and developing people, creating accountability, and building repeatable processes that drive measurable results. This Business Development Leader will work closely with Account Executives, Marketing, Sales Operations, and Account Executive leadership to align BDR activities with RSA's broader go-to-market strategy. This is a highly visible leadership role for someone who can balance people leadership, sales strategy, operational discipline, and hands-on coaching.

Requirements

3+ years of experience in business development, sales development, inside sales, or a related sales function.
1+ years of experience managing, coaching, or leading a BDR/SDR/business development team.
Demonstrated success building pipeline through outbound prospecting.
Proven ability to coach sales professionals and improve individual and team performance.
Strong understanding of sales development metrics, pipeline generation, qualification, and conversion.
Experience working closely with Account Executives and other sales stakeholders.
Strong analytical and problem-solving skills with the ability to use data to drive decisions.
Excellent communication, presentation, and interpersonal skills.
Experience using Salesforce and sales engagement/prospecting technologies.
Ability to operate in a fast-paced, results-oriented environment.
Bachelor's degree or equivalent professional experience.

Nice To Haves

Experience in cybersecurity, identity and access management, SaaS, or enterprise technology.
Experience selling to Commercial, Mid-Market or Enterprise organizations.
Experience managing a distributed or hybrid sales development team.
Experience building or scaling an outbound BDR/SDR organization.
Familiarity with tools such as Groove, ZoomInfo, LinkedIn Sales Navigator, Salesforce, Clari, Gong, or similar sales technologies.
Experience developing BDRs into successful Account Executives or other sales roles.

Responsibilities

Lead, coach, mentor, and develop a team of Business Development Representatives.
Establish a culture of accountability, ownership, collaboration, and continuous improvement.
Conduct regular 1:1s, pipeline reviews, coaching sessions, and performance reviews.
Identify individual strengths and development opportunities and create actionable coaching plans.
Establish clear expectations around activity, meetings, pipeline generation, and overall performance.
Recruit, interview, onboard, and develop new BDR talent.
Build career development plans that prepare high-performing BDRs for future opportunities within Sales and the broader organization.
Own the BDR team's strategy for generating qualified outbound pipeline.
Develop and continuously improve prospecting strategies, messaging, account targeting, and outreach cadences.
Partner with Account Executives to establish territory and account prioritization strategies.
Ensure BDRs effectively identify, research, engage, and qualify prospective customers.
Drive consistent execution across outbound calling, email, social selling, and other prospecting channels.
Identify opportunities to improve conversion rates throughout the prospecting and qualification process.
Ensure BDR efforts align with RSA's strategic markets, customer segments, products, and revenue objectives.
Partner closely with Account Executives to create strong alignment between BDRs and the field sales organization.
Establish clear expectations for meeting quality, qualification, handoff, and follow-up.
Participate in account planning and territory strategy sessions.
Help BDRs understand RSA's solutions and effectively communicate business value to prospective customers.
Collaborate with Sales leadership to identify gaps in pipeline coverage and develop strategies to address them.
Establish and monitor key performance indicators for the BDR organization.
Track activity, meetings, conversion rates, pipeline generated, and other leading and lagging indicators.
Use Salesforce and sales engagement technologies to analyze performance and identify trends.
Maintain consistent reporting and operating rhythms for the BDR organization.
Provide regular performance updates, insights, and recommendations to account executive teams and leadership.
Address performance issues quickly and constructively through clear expectations, coaching, and accountability.
Build and maintain scalable BDR processes, playbooks, and best practices.
Develop onboarding and ongoing training programs for the BDR team.
Partner with Marketing, Sales Operations, and Enablement to improve messaging, campaigns, tools, and processes.
Continuously evaluate the effectiveness of sales development tools and technologies.
Identify opportunities to automate and streamline BDR workflows while maintaining a high-quality prospect experience.
Stay current on industry trends, prospecting strategies, and best practices in modern sales development.