SUMMARY
As a Business Development Team Lead, you will lead and support a team of Business
Development Representatives (BDRs) responsible for generating qualified sales
opportunities through outbound prospecting and inbound lead follow-up. The Team
Lead will play a key role in coaching team members, driving activity levels, maintaining
accountability, and ensuring consistent KPI attainment.
The ideal candidate has a proven track record in B2B sales and BDR functions, with
demonstrated progression into a leadership or supervisory role. This position requires
a hands-on leader who can coach and motivate team members, establish clear
performance expectations, and effectively manage a remote team.
JOB RESPONSIBILITIES
• Lead, coach, and support a team of Business Development Representatives to
achieve individual and team goals.
• Provide ongoing coaching, feedback, and guidance to improve prospecting,
communication, qualification, and appointment-setting performance.
• Establish clear performance expectations and maintain accountability for
individual and team KPIs.
• Monitor team activity levels, appointment-setting performance, pipeline
generation, and other key performance indicators.
• Identify performance gaps and develop appropriate coaching or improvement
plans to address them.
• Motivate and engage team members in a remote work environment, fostering
a collaborative and results-driven team culture.
• Conduct regular one-on-one coaching sessions, performance reviews, and
team check-ins.
• Help BDRs develop effective prospecting strategies and improve their
approach to phone, email, and LinkedIn outreach.
• Support the team in engaging C-level executives and other senior decision
makers within target accounts.
• Coach team members on account penetration, prospect qualification, follow
up, and appointment-setting techniques.
• Review BDR activities and ensure prospect and contact information is
accurately maintained in HubSpot CRM.
• Monitor the quality and qualification of appointments generated by the team.
• Work closely with the Director of Business Development to communicate team
performance, challenges, trends, and opportunities for improvement.
• Help identify effective outreach strategies and share best practices across the
team.
• Support onboarding and ramp-up of new BDRs through structured training,
coaching, and performance monitoring.
• Ensure consistent execution of BDR processes and alignment with established
sales and business development goals.
• Lead by example and maintain a hands-on understanding of BDR prospecting
and appointment-setting activities when needed.
QUALIFICATIONS
• Bachelor's degree or equivalent relevant experience.
• Strong B2B sales or BDR experience, with a leadership, supervisory, or
team lead role experience.
• Proven success in business development, outbound prospecting,
appointment setting, and lead generation.
• Prior experience managing, coaching, or mentoring BDRs, SDRs, inside sales
representatives, or similar sales development teams.
• Demonstrated ability to drive team performance and consistently achieve or
exceed KPIs.
• Strong understanding of BDR metrics, activity management, appointment
setting, pipeline generation, and sales development processes.
• Strong coaching skills with the ability to provide constructive feedback and
develop individual team members.
• Ability to establish accountability while maintaining a positive and motivating
team environment.
• Strong understanding of different coaching methodologies and performance
management approaches.
• Experience managing or leading a remote or distributed team is highly
preferred.
• Strong verbal and written communication skills, with the ability to
communicate effectively with team members, leadership, and senior-level
prospects.
• Comfortable coaching BDRs on engaging C-level executives and senior
decision-makers.
• Experience using HubSpot CRM or a comparable CRM platform for activity
tracking, performance monitoring, and reporting.
• Highly organized and analytical, with the ability to monitor team performance
and identify trends or areas requiring intervention.
• Self-motivated, results-oriented, and capable of balancing team leadership
with hands-on support.
• Experience in IT, Cybersecurity, SaaS, Technology, Data Analytics, AI, MSP,
or related B2B solutions is preferred.
JOB REQUIREMENTS
• Should be willing to accept a long-term work-from-home arrangement.
• Should be amenable to a permanent night shift schedule (Eastern Time)
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