Description:
Motive’s BDR Manager role is designed to lead, scale, and coach a Business Development Representative (BDR) team responsible for two core functions:
- Account and Data Enrichment: Rigorous validation and enrichment of account/contact data, supporting sales effectiveness and pipeline quality.
- Quality Assurance (QA): Ensuring calls, data processes, and workflow standards are adhered to, including audit coverage for SDR teams in the SMB and Mid-Market (MM) segments.
This high-impact position reports to the Regional Director, Sales Development, and serves SMB and upmarket segments in Pakistan and other emerging Motive locations.
Key Responsibilities
Team Leadership & Development
- Directly manage a hybrid team (Enrichment and QA BDRs), ensuring each function delivers targeted outcomes.
- Hire, train, and ramp new BDRs, including managing the onboarding program and ensuring high ramp velocity for new team members.
- Create career pathways, develop coaching plans, and support performance reviews for team members (e.g., progress from BDR to SDR roles).
- Reinforce a high-performance team culture—maintain accountability, promote collaboration, and oversee event/engagement budgets for morale and development.
Enrichment Program Management
- Oversee all enrichment operations: manage data scrubbing, account validation, contact/fleet verification, and ensuring completeness/quality of account data before routing to sales.
- Work with team to process batch account assignments and set/monitor daily enrichment targets.
- Drive continuous improvement by analyzing qualitative and quantitative outcomes (e.g., enrichment rates, sales interest surfaced, contact creation rates, CFS validation).
- Identify and troubleshoot data quality challenges, collaborate with Sales Ops and cross-functional teams to resolve blockers (e.g., gatekeeper issues, invalid data, duplicates).
Quality Assurance (QA) Operations
- Supervise QA BDRs as they audit SDR calls and workflows for SMB, PK MM, and periodic ad-hoc projects from other segments (including Enterprise).
- Collaborate with leadership to refine and roll out QA rubrics, dashboards, and feedback cycles, ensuring performance standards are met.
- Oversee QA process discipline: ensure timely, accurate completion of required QA forms, call audit quotas, and related onboarding training.
KPI Management & Reporting
- Establish and manage metrics for both enrichment (e.g., number of accounts enriched per day, contact data accuracy rate) and QA (e.g., calls audited, forms completed, coaching implemented).
- Prepare and deliver periodic performance reports, workflow updates, and business reviews for leadership—be able to synthesize data and qualitative insights for bi-weekly or monthly updates.
- Analyze batch/project results (e.g., enrichment percent, account viability, sales interest surfaced, quality of call audits) and recommend changes to process or resource allocation.
Cross-Functional Alignment & Collaboration
- Partner closely with Sales Ops, Marketing Ops, and other front-line managers to ensure seamless assignment and handoff of enriched accounts to SDRs/other sales teams.
- Coordinate enablement efforts—including onboarding materials and playbooks for enrichment and QA—and work with internal trainers and QA/rubric owners.
- Communicate progress, wins, bottlenecks, and team impact in Slack/email channels and periodic business reviews.
Requirements
- Bachelor’s degree or equivalent experience in business, data/sales operations, or a related field.
- Proven experience leading SDR/BDR/QA teams, or relevant coordination/management roles.
- Deep familiarity with data enrichment, account/contact validation, and sales pipeline process best practices.
- Proficiency in Salesforce or similar CRM systems.
- Experience using data enrichment tools (e.g., ZoomInfo, LinkedIn Sales Navigator) is a plus.
- A strong work ethic, self-motivation, and the ability to work independently.
- A results-oriented mindset with a focus on achieving targets and exceeding expectations.
- Excellent organizational and time-management skills.
- Strong understanding of QA processes and call audit disciplines, including rubric development and coaching delivery.
- Analytical, detail-oriented approach to high-volume workflow management.
- Experience working in fast-paced, target-driven SaaS or technology environments, ideally with distributed or international teams.
- Strong communication—able to draft business updates, lead reviews, and engage across Slack, email, and documentation.
- Effective coach and developer of early-career and aspiring sales/data professionals.