Manager, Business Development

Brief Description

Who we are

Courser is a partnership platform that helps technology service companies identify and take the next step in growth. Our organization has a strong company culture built on our values of Teamwork, Service, Growth-Minded, Trust, and Innovative. Our team dedicates their time working together to provide phenomenal experience for our customers. Be ready to join a fast-paced, ever-evolving IT company that is bringing on new customers and team members to continue strong growth into the future.

Business Development Manager

We are seeking an experienced and dynamic Business Development Rep (BDR) Manager to lead, develop, and elevate our team of 8 remote BDRs distributed across the United States. This role is responsible for training and uplifting the existing team to excellence while also attracting top talent to strengthen the bench. The ideal candidate brings a proven track record of successful BDR management, including converting cold outreach into qualified appointments set and delivered, alongside deep expertise in recruiting, hiring, and developing high-performing sales professionals. This leader will combine strategic thinking, data-driven decision-making, and hands-on coaching to drive pipeline growth across multiple regions.

Key Responsibilities

• Team Leadership: Lead, coach, and hold accountable a team of 8 remote BDRs across the US. Set the standard, run weekly 1:1s, and build a culture where high output and continuous improvement are the expectation.
• Coaching & Performance Management: Get in the trenches with your reps. Review calls, break down sequences, and diagnose what's holding performance back. Build action plans, follow through, and don't accept excuses for missed standards.
• Training & Development: Build and run structured training that makes reps better at the fundamentals — prospecting, cold outreach, qualification, and conversation. Own the playbook and keep it current.
• Talent Acquisition: Partner with recruiting on interviews, offers, and onboarding. Know what good looks like and don't settle.
• Inbound Lead Qualification & Response: Own speed-to-lead. Every inbound MQL gets a response in under 5 minutes, gets properly qualified, and moves through the funnel with urgency. Partner with marketing to tighten lead quality over time.
• Conversion & Funnel Management: Own the numbers from first touch to held meeting. Know where the funnel is leaking, fix it, and hold the team to clear weekly benchmarks.
• Prospecting Strategy & Execution: Design and own the outbound sequences across calls, email, and LinkedIn. Test what works, cut what doesn't, standardize the best across the team.
• Territory & Coverage Design: Build and maintain territory structure across regions and brands. Clear ownership, balanced coverage, aligned to ICP and GTM priorities.
• Pipeline Management: HubSpot is the source of truth. Every lead worked, every outcome logged, every handoff clean.
• Reporting: Pull the data, tell the story, use it to drive decisions.
• Strategy & Collaboration: Work closely with sales, marketing, and product. Bring a point of view on what's working, what isn't, and where the team needs to go.
  
  

Performance KPIs

• Inbound Performance
• Speed-to-lead under 5 minutes during business hours. MQL to Qualified Meeting at 30% . Qualified to Held Meeting at 90% . 100% of inbound leads worked and dispositioned in HubSpot.
• Outbound Performance
• Daily activity targets per rep enforced and tracked. Conversation to Meeting Set at 20% . Meeting Set to Held at 80% . Pipeline per rep aligned to quota coverage expectations.
  
  

Key Qualifications

• Bachelor's degree required; Business or related field preferred.
• 5 years in B2B sales, including 3 years managing a BDR or SDR team of 8 or more across remote, distributed regions.
• Proven ability to move the needle on activity and conversion metrics and coach others to do the same.
• Hands-on experience building outbound sequences that produce results, not just activity.
• Track record of recruiting, onboarding, and developing BDR talent from the ground up.
• Experience designing multi-region territories aligned to ICP and GTM strategy.
• Proficiency with HubSpot and sales engagement tools, with working knowledge of AI-powered tools for prospecting and performance analysis.
• Strong communicator who builds trust with reps, peers, and leadership equally.
• Willingness to travel within assigned regions as needed.
  
  

Preferred Skills

• Experience in B2B sales within the MSP or IT services industry.
• Proven ability to integrate AI tools into outbound workflows and day-to-day operations meaningfully.
• Deep familiarity with outbound methodologies, cold outreach best practices, and what it takes to book and hold quality meetings.
• Demonstrated success turning underperforming reps into consistent contributors.
• Familiarity with sales engagement platforms that complement HubSpot workflows.
  
  

What We Do For You

At Courser we prioritize our employees' personal and professional development, offering best in class training, mentorship, and opportunities for growth through our self-promotion paths. We encourage innovation and challenging the status quo. With teams across the country, we have a wealth of knowledge and a team that is eager to share and grow together.

Benefit Highlights

• Competitive benefits package, including medical, dental, vision, and life insurance
• 401k match
• Unlimited Approved PTO after one year (2 weeks your first year)
• 10 Holidays including your Birthday and a Floating Holiday!
• Gym reimbursement
• Amazon Prime reimbursement
• 40 Hours for Volunteer Time
• Paid Maternity and Paternity leave
• Paid certifications
• Learning and development programs
  
  

Courser is an equal opportunity employer. Applications are considered for positions without regard to veteran status, uniformed service member status, race, creed, color, religion, gender, gender identity, sex, sexual orientation, citizenship status, national origin, marital status, age, physical or mental disability, genetic information, caregiver status or any other category protected by applicable federal, state, or local laws