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.
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