Leads and coaches a team of Business Development Representatives to achieve outbound activity, meeting, proposal, and pipeline goals. Responsibilities include performance management, call coaching, conversion optimization, CRM discipline, dashboard monitoring, lead routing, SLA adherence, and cross-functional alignment with Account Executives and leadership. The role emphasizes developing BDR talent, improving sales processes, maintaining operational accountability, and driving consistent revenue-generating performance.
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.
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