BDR Manager

RSA is seeking a results-driven Manager Business Development to lead and develop our Business Development Representative (BDR) team.

This leader will be responsible for building a high-performing outbound business development organization that consistently generates qualified pipeline and creates new business opportunities for RSA. The ideal candidate is an experienced sales development leader who is passionate about coaching and developing people creating accountability and building repeatable processes that drive measurable results.

This Business Development Leader will work closely with Account Executives Marketing Sales Operations and Account Executive leadership to align BDR activities with RSAs broader go-to-market strategy. This is a highly visible leadership role for someone who can balance people leadership sales strategy operational discipline and hands-on coaching.

Key Responsibilities:

Team Leadership & Development

• Lead coach mentor and develop a team of Business Development Representatives.
• Establish a culture of accountability ownership collaboration and continuous improvement.
• Conduct regular 1:1s pipeline reviews coaching sessions and performance reviews.
• Identify individual strengths and development opportunities and create actionable coaching plans.
• Establish clear expectations around activity meetings pipeline generation and overall performance.
• Recruit interview onboard and develop new BDR talent.
• Build career development plans that prepare high-performing BDRs for future opportunities within Sales and the broader organization.

Pipeline Generation & Outbound Strategy

• Own the BDR teams strategy for generating qualified outbound pipeline.
• Develop and continuously improve prospecting strategies messaging account targeting and outreach cadences.
• Partner with Account Executives to establish territory and account prioritization strategies.
• Ensure BDRs effectively identify research engage and qualify prospective customers.
• Drive consistent execution across outbound calling email social selling and other prospecting channels.
• Identify opportunities to improve conversion rates throughout the prospecting and qualification process.
• Ensure BDR efforts align with RSAs strategic markets customer segments products and revenue objectives.

Sales Alignment

• Partner closely with Account Executives to create strong alignment between BDRs and the field sales organization.
• Establish clear expectations for meeting quality qualification handoff and follow-up.
• Participate in account planning and territory strategy sessions.
• Help BDRs understand RSAs solutions and effectively communicate business value to prospective customers.
• Collaborate with Sales leadership to identify gaps in pipeline coverage and develop strategies to address them.

Performance Management & Reporting

• Establish and monitor key performance indicators for the BDR organization.
• Track activity meetings conversion rates pipeline generated and other leading and lagging indicators.
• Use Salesforce and sales engagement technologies to analyze performance and identify trends.
• Maintain consistent reporting and operating rhythms for the BDR organization.
• Provide regular performance updates insights and recommendations to account executive teams and leadership.
• Address performance issues quickly and constructively through clear expectations coaching and accountability.

Process & Enablement

• Build and maintain scalable BDR processes playbooks and best practices.
• Develop onboarding and ongoing training programs for the BDR team.
• Partner with Marketing Sales Operations and Enablement to improve messaging campaigns tools and processes.
• Continuously evaluate the effectiveness of sales development tools and technologies.
• Identify opportunities to automate and streamline BDR workflows while maintaining a high-quality prospect experience.
• Stay current on industry trends prospecting strategies and best practices in modern sales development.

Required Qualifications

• 3 years of experience in business development sales development inside sales or a related sales function.
• 1 years of experience managing coaching or leading a BDR/SDR/business development team.
• Demonstrated success building pipeline through outbound prospecting.
• Proven ability to coach sales professionals and improve individual and team performance.
• Strong understanding of sales development metrics pipeline generation qualification and conversion.
• Experience working closely with Account Executives and other sales stakeholders.
• Strong analytical and problem-solving skills with the ability to use data to drive decisions.
• Excellent communication presentation and interpersonal skills.
• Experience using Salesforce and sales engagement/prospecting technologies.
• Ability to operate in a fast-paced results-oriented environment.

Preferred Qualifications

• Experience in cybersecurity identity and access management SaaS or enterprise technology.
• Experience selling to Commercial Mid-Market or Enterprise organizations.
• Experience managing a distributed or hybrid sales development team.
• Experience building or scaling an outbound BDR/SDR organization.
• Familiarity with tools such as Groove ZoomInfo LinkedIn Sales Navigator Salesforce Clari Gong or similar sales technologies.
• Experience developing BDRs into successful Account Executives or other sales roles.
• Bachelors degree or equivalent professional experience.

The Ideal Candidate

The ideal candidate is a player-coach who enjoys developing people while remaining highly focused on business results. You are comfortable looking at the numbers identifying what is working and what isnt and translating those insights into practical coaching and action.

You are naturally curious highly organized and comfortable holding people accountable while creating an environment where they can succeed. You know that successful BDR teams are built through strong people leadership consistent coaching clear expectations effective processes and relentless focus on quality pipeline.

Most importantly you are someone who can help RSA build a BDR organization that is not simply measured by activity but by its ability to create meaningful opportunities and contribute directly to revenue growth.

Pay Range (On-Target-Earnings) $150000 - $170000

Full-time non-Sales US employees are also eligible for annual discretionary bonuses that are funded based on prior year company performance. RSA Sales team members are eligible to participate in company commission plans.

In addition RSA offers its eligible US employees a comprehensive array of benefit programs including flexible paid-time-off health disability and life insurance and a 401(k) retirement plan with company matching contributions.

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs job requirements and individual qualifications without regard to race color religion national origin sex (including pregnancy) age disability sexual orientation gender identity and/or expression marital civil union or domestic partnership status protected veteran status genetic information or any other characteristic protected by federal state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment including recruiting hiring placement promotion termination layoff recall transfer leaves of absence compensation and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.

If you need a reasonable accommodation during the application process please contact . All employees must be legally authorized to work in the US. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time including prior to the advertised closing date.