What are the responsibilities and job description for the BDR Manager position at SolarWinds?
At SolarWinds, we’re a people-first company. Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities. Join us in our mission to help customers accelerate business transformation with simple, powerful, and secure solutions.
The ideal candidate thrives in an innovative, fast-paced environment and is collaborative, accountable, ready, and empathetic. We’re looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others. We hire based on attitude, competency, and commitment. Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose. If you’re looking to build your career with an exceptional team, you’ve come to the right place. Join SolarWinds and grow with us!
The Role
As the Business Development Manager (Outbound), you are the architect of our growth engine. You will lead, coach, and inspire a high-energy team of Outbound Business Development Representatives (BDRs) focused on breaking into new enterprise accounts and expanding our footprint within the hybrid IT landscape.
At SolarWinds, we don't just "make calls"—we solve complex IT challenges. You will be responsible for transforming a group of ambitious hunters into strategic advisors who can navigate technical conversations with IT Operations, DevOps, and Database professionals.
Key Responsibilities
- Team Leadership & Coaching: Recruit, onboard, and manage a team of 8–12 Outbound BDRs. Conduct weekly 1-on-1s and live call "shadowing" to provide actionable feedback on pitch delivery, objection handling, and technical discovery.
- Strategic Prospecting: Design and execute multi-channel outbound "plays" (phone, email, social, and Vidyard) using tools like Salesforce, Outreach.io, and 6sense to target high-intent accounts.
- Operational Excellence: Monitor and optimize key performance indicators (KPIs), including outbound activity volume, connect rates, Sales Qualified Leads (SQLs), and pipeline contribution.
- Collaborative Strategy: Partner closely with Marketing to align on Account-Based Marketing (ABM) campaigns and with Sales Leadership to ensure a seamless "hand-off" of qualified opportunities to Account Executives.
- Talent Pipeline: Act as a "career architect," mentoring your BDRs to develop the foundational skills necessary to graduate into elevated sales roles within 12–18 months.
What We Expect from You
- Experience: 3 years of experience in a quota-carrying sales role (SDR/BDR or AE), with at least 1 years in a leadership or team lead capacity within the SaaS/Software space.
- The "Hunter" Mentality: A proven track record of exceeding outbound targets and a deep understanding of how to break into "cold" enterprise accounts.
- Technical Aptitude: Ability to translate complex IT concepts (Observability, Database Performance, ITSM) into simple, value-based conversations.
- Analytical Skills: Proficiency in Salesforce reporting and dashboard creation to track team velocity and identify pipeline bottlenecks.
- Values Alignment: You embody our C.A.R.E. values—Collaborative in your approach, Accountable for your team's results, Ready for a fast-paced environment, and Empathetic toward both your team and our customers.
SolarWinds is an Equal Employment Opportunity Employer. SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.
All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice