Lead and coach a team of BDRs to drive outbound performance, pipeline generation, and proposal volume. Manage daily outbound execution, conversion metrics, CRM discipline, and coaching. Enforce operational standards, conduct regular 1:1s and call reviews, refine outreach and messaging, align with AEs, and meet quarterly quota and activity expectations.
About the Role
HOA Sales is seeking a high-performing Business Development Manager to lead, coach, and optimize a team of Business Development Representatives (BDRs). This role is responsible for driving outbound performance, improving conversion quality, enforcing operational discipline, and building a high-accountability sales development culture.
This role directly impacts pipeline generation, proposal volume, and overall revenue growth.
Responsibilities:
Team Leadership & Performance Management
- Lead and manage a team of BDRs to achieve and exceed quarterly performance goals
- Drive accountability, consistency, and execution across all outbound sales activities
- Establish a culture focused on professionalism, urgency, responsiveness, and continuous improvement
- Identify and develop top performers while proactively managing underperformance
- Conduct regular performance reviews, coaching sessions, and improvement plans
Pipeline & Outbound Execution
- Ensure the team consistently meets outbound activity expectations across calls, emails, follow-ups, and prospecting coverage
- Monitor daily outbound activity, engagement rates, talk time, and pipeline generation metrics
- Improve conversion performance from:
- Conversations → Meetings Scheduled
- Meetings Scheduled → Meetings Completed
- Meetings Completed → Proposal Opportunities
- Continuously refine messaging, objection handling, scripts, and outreach strategies based on performance data
Coaching & Development
- Conduct weekly 1:1 coaching sessions with every BDR
- Review recorded calls and provide structured coaching around qualification, objection handling, and conversion effectiveness
- Participate in live call blocks and real-time coaching sessions
- Support ongoing enablement around:
- Industry knowledge
- Product positioning
- Sales messaging
- AI tools and workflow optimization
Operational Excellence
- Ensure accurate and timely CRM usage across the team
- Maintain high standards for:
- Activity logging
- Notes and follow-up tracking
- Deal hygiene
- Lead routing and SLA adherence
- Monitor dashboards and reporting to identify risks, trends, and opportunities early
- Maintain alignment with Account Executives and leadership on meeting quality and pipeline standards
Quarterly Performance Expectations
- Quota Metrics
- 180 Team Intro Meetings Completed
- 120 Proposals Sent
- 70% of BDRs Achieving Individual Goal
Success Metrics
- Success in this role will be measured by:
- Team quota attainment
- BDR goal achievement rates
- Consistency of team performance
- Meeting quality and qualification standards
- Conversion effectiveness
- CRM/process discipline
- Coaching effectiveness and rep development
- Operational reliability and leadership maturity
Activity Expectations
- Ensure 100% of BDR activity is logged in CRM within 24 hours
- Conduct weekly 1:1s with every BDR
- Review a minimum of 10 recorded calls per BDR monthly
- Spend at least 3 hours weekly listening to live calls or participating in call blocks
- Review team dashboards multiple times per week
- Monitor outbound performance daily and address gaps quickly
- Ensure inbound leads are worked within SLA requirements
- Maintain strong communication and follow-through with BDRs, AEs, and leadership
Requirements
- 3–7+ years of sales leadership or BDR management experience
- Proven success leading outbound sales or SDR/BDR teams
- Strong understanding of sales process, pipeline management, and conversion metrics
- Strong CRM discipline and reporting experience
- Experience with HubSpot
- Experience managing or coaching Business Development Representatives
- Able to travel as needed
- Experience in HOA management, property management, or real estate services is a plus.
Benefits
- Generous PTO including vacation, sick leave, and holidays
- Comprehensive medical, dental, and vision insurance
- 401(k) plan with employer match
- Short- and long-term disability (employer-paid)
- Cell phone stipend and mileage reimbursement
- Remote work flexibility with opportunities for in-person collaboration
Why Join Us?
You’ll play a key leadership role in building pipeline, developing talent, and shaping the future growth of the organization. This is an opportunity to lead from the front, influence strategy, and make a measurable impact on revenue generation and team performance.
Similar Jobs
Fintech • Legal Tech • Software • Financial Services • Cybersecurity • Data Privacy
Lead business development targeting law firms, build pipeline, close deals, manage and expand accounts, align solutions with client needs, deliver consultative presentations and demos, negotiate complex contracts, represent the company at industry events, and collaborate with product teams to drive revenue growth.
Top Skills:
MS OfficeSalesforce
Fintech • Machine Learning • Payments • Software • Financial Services
Lead international business development and client relationships in the payments industry. Identify and negotiate new opportunities, manage a client portfolio, mitigate risk, ensure compliance during negotiations, perform market analysis, and drive transaction volume and revenue. Role is client-facing with ~10% travel.
Cloud • Computer Vision • Information Technology • Sales • Security • Cybersecurity
Lead strategic partnerships and policy engagement to generate referrals and close high-value cybersecurity services (incident response, threat hunting, assessments) with federal, state, and local agencies. Influence procurement and regulatory strategy, collaborate with technical SMEs to build capture materials, and represent the company in policy forums and industry groups to grow pipeline and brand visibility.
What you need to know about the Colorado Tech Scene
With a business-friendly climate and research universities like CU Boulder and Colorado State, Colorado has made a name for itself as a startup ecosystem. The state boasts a skilled workforce and high quality of life thanks to its affordable housing, vibrant cultural scene and unparalleled opportunities for outdoor recreation. Colorado is also home to the National Renewable Energy Laboratory, helping cement its status as a hub for renewable energy innovation.
Key Facts About Colorado Tech
- Number of Tech Workers: 260,000; 8.5% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Lockheed Martin, Century Link, Comcast, BAE Systems, Level 3
- Key Industries: Software, artificial intelligence, aerospace, e-commerce, fintech, healthtech
- Funding Landscape: $4.9 billion in VC funding in 2024 (Pitchbook)
- Notable Investors: Access Venture Partners, Ridgeline Ventures, Techstars, Blackhorn Ventures
- Research Centers and Universities: Colorado School of Mines, University of Colorado Boulder, University of Denver, Colorado State University, Mesa Laboratory, Space Science Institute, National Center for Atmospheric Research, National Renewable Energy Laboratory, Gottlieb Institute
