BDR Sales Manager - Descope

BDR Sales Manager

As the BDR Sales Manager at Descope, you will lead all Business Development operations in support of the entire field sales organization. This role offers the opportunity to lead our BDR team, operate a cohesive recruiting strategy, drive alignment with Marketing and tightly partner with all functional VP's. This role requires a high degree of EQ and extensive experience in various selling roles. The primary goal is to establish a consistent top of funnel demand for Descopes's sales organization.

Organizational Leadership:

• Lead the recruitment, interviewing, and onboarding process for new BDR team members.
• Provide mentorship, coaching, and guidance to the BDR team to surpass targets and excel in their sales careers.
• Set clear performance expectations, deliver ongoing feedback, and conduct regular evaluations to ensure team success.
• Cultivate a collaborative and results-driven team culture focused on accountability, innovation, and continuous improvement.
• Optimize BDR processes and workflows to enhance efficiency and effectiveness.

Performance Management:

• Establish organization-wide top of funnel pipeline targets and devise a plan to execute.
• Be accountable to company wide marketing lead volume and architect a coverage model to support
• Monitor key performance metrics, such as outbound call volume, lead conversion rates, and pipeline generation, taking proactive measures to address performance gaps.
• Provide regular feedback and reporting while collaborating with sales leadership to refine the sales process.

Lead Generation:

• Develop and implement sales play initiatives to drive pipeline growth and revenue expansion within the enterprise segment.
• Oversee the identification and qualification of new business opportunities.
• Collaborate closely with the marketing team to align campaigns with outbound prospecting efforts.
• Cross-Functional Collaboration:
  • Partner with Sales, Marketing, Partner Ecosystem, and Sales Operations teams to ensure alignment on messaging, lead qualification criteria, and go-to-market strategies.
  • Streamline processes between BDRs and Account Executives to facilitate seamless handoffs of qualified opportunities throughout the sales process.

Experience:

• 6-10 years of experience in a Saas Tech Sales role, with a focus on enterprise sales or previous BDR leadership.
• Proven track record of exceeding sales targets and driving revenue growth in a high-growth, fast-paced environment.
• Recruiting, leading and developing sales BDR's.
• Exceptional verbal and written communication skills.
• Experience with Salesforce and Apollo preferred.

Education:

• Bachelor's degree or higher
• Master's degree in business or related area (nice to have)

Location:

• Los Altos, CA (HQ) required