Business Development Rep Manager

Role Overview

Kelaca is seeking a Business Development Rep (BDR) Manager for our client partner in Raleigh, NC. This role leads the global BDR function at the front of the sales organization, turning inbound interest and targeted outbound outreach into a predictable, high-quality pipeline.

You will hire, coach, and develop a team of BDRs (currently 8–10 across the US and EMEA) while building theprocesses, messaging, and operating rhythm that keep pipeline creation consistent and scalable. You work closely with Sales, Sales Operations, and Marketing to align on target accounts, campaigns, and plays so that early-stage opportunities are qualified and handed over cleanly into the sales cycle.

Key responsibilities

• Build, hire, onboard, and develop a high-performing BDR team across US and EMEA.
• Define and optimize inbound lead qualification and outbound prospecting motions.
• Create and continuously refine multi-channel plays (phone, email, social) that generate qualified meetings and opportunities.
• Lead the BDR operating rhythm: stand-ups, pipeline and activity reviews, coaching sessions, and performancecheck-ins.
• Partner with Sales and Marketing on target segments, campaigns, and messaging, ensuring BDR activity aligns to go-to-market priorities.
• Maintain strong data hygiene and visibility of early-stage pipeline, including forecasting and key performance dashboards.
• Use performance data and call/sequence reviews to improve talk tracks, scripts, and messaging, and to close skillgaps.
• Define progression pathways and prepare high performers for future sales roles.

Success profile

In this role, success looks like:

• A BDR team that consistently delivers qualified meetings and pipeline against agreed targets.
• Clear, repeatable processes for inbound qualification and outbound prospecting that are documented and scalable.
• Strong feedback loops between BDRs, Sales, and Marketing on campaign effectiveness and lead quality.
• A coaching culture with regular 1:1s, call reviews, and development plans for each team member.
• A healthy bench of BDR talent ready to move into closing roles as the organization grows.

Skills & experience

Knowledge & tools

• Proven experience leading or significantly shaping a BDR/SDR function in a B2B environment with complex or enterprise sales cycles.
• Deep understanding of outbound prospecting and inbound lead qualification best practices.
• Experience designing and refining prospecting sequences, call scripts, and email/social messaging, ideally including use of AI tools to test and optimize outreach.
• Familiarity with enterprise sales motions and the software development lifecycle (SDLC) or adjacent technicaldomains, enabling you to tailor messaging to both technical and business personas.
• Proficiency with core sales and engagement tools (e.g., CRM platforms, LinkedIn Sales Navigator, sales engagement tools such as Outreach) and comfort working with data to inform decisions.

Capabilities & behaviours

• Ownership mindset: takes end-to-end accountability for team performance, pipeline outcomes, and continuousimprovement.
• Coaching and performance management: sets clear expectations, observes behavior, provides direct feedback, and supports skill development.
• Structured communication: writes and coaches concise, targeted outreach and can clearly describe what “good” looks like in calls, emails, and social touches.
• Cross-functional collaboration: works effectively with Sales, Marketing, and Sales Operations to resolve friction and align on priorities, definitions, and handoffs.
• Resilience and urgency: leads confidently in a quota-bearing environment, maintains focus under pressure, and adjusts tactics quickly based on results and data.

Governance & value proposition

• Owns team-level activity, meeting, and pipeline targets, reporting progress and insights into regular salesleadership reviews.
• Ensures processes for lead management, qualification, and opportunity handoff are followed, documented, and continually improved.
• Partners with Sales Operations on definitions, dashboards, and metrics so performance is tracked consistently and transparently.
• Opportunity to build and shape a high-impact BDR function that is central to revenue growth.
• Clear responsibility to hire, develop, and progress talent, with a visible path into closing roles for high performers.
• Close partnership with Sales and Marketing, giving you infl uence over go-to-market strategy as well as day-to-dayexecution.

Location & working pattern

• Primary location: Raleigh, NC.
• Work pattern: Onsite, Monday to Friday, with a typical 9–5 schedule and some flexibility to connect with colleagues in other regions.
• Travel: Minimal, primarily for occasional team or leadership meetings as required.

If you are excited about building a disciplined, high-performing BDR function and developing talent at the front of thesales funnel, please contact Kelaca to learn more about this opportunity with our client partner.