Business Development Representative (BDR) Manager - (US)

Department: Sales

Employment Type: Full Time

Location: US - Remote

Reporting To: VP of Sales

Description

Job Summary:
TradeCentric is hiring a BDR Manager who builds and leads the team that fills our sales funnel, coaching our Business Development Representatives to find, engage, and qualify the right prospects and hand off high-quality opportunities to our Account Executives. Every customer TradeCentric wins starts with one great first conversation. This is the leader who builds the team that starts them.

TradeCentric connects B2B suppliers with their buyer customers, by integrating their eCommerce platforms (Shopify, Salesforce Commerce, Adobe Commerce, OroCommerce, BigCommerce) to buyer eProcurement systems (SAP Ariba, Coupa, Jaggaer, Oracle, PeopleSoft, SAP). Our solutions best enable Mid-Market and Enterprise supplier organizations who are proactive and intend to integrate a significant number of their buyer customers. TradeCentric’s customers realize revenue growth and improved customer retention. Both the supplier and buyer realize significant efficiencies through the elimination of manual work.

Reporting to the VP of Sales, the BDR Manager will recruit, coach, and develop a team of 4 Business Development Representatives. You will own the BDR playbook, run signal-based outbound, and hand AEs well-qualified Sales Qualified Opportunities (SQOs) using the Same Side Selling methodology. This is a hands-on, data-driven role for a leader who has been a top-performing BDR, has led a BDR team to achieve performance targets, and wants to build a high-output team in a technically complex sale.

Key Responsibilities

• Pipeline Leadership: Partner with the VP of Sales to set SQO targets, OKRs, and quotas for the BDR team, and drive accountability against them. Forecast and deliver monthly SQO and pipeline targets. Manage conversion and acceptance rate from MQL to SQL to SQO, and ensure clean, well-documented handoffs to AEs. Balance inbound lead follow-up with self-sourced outbound so pipeline coverage stays consistent.
• Prospecting Strategy and Playbook: Own the BDR playbook: target personas (procurement, IT, eCommerce and digital leaders), qualification criteria for AE handoff, objection handling, and sequence design. Build and run signal-based, account-based outbound using intent data, trigger events, and AI research tools to prioritize Mid-Market and Enterprise accounts. Coach the team to apply Same Side Selling, uncovering prospects' desired results, issues, and business impact early in qualification.
• Team Development: Recruit, hire, onboard, and coach BDRs through call reviews, activity reviews, and structured one-on-ones. Partner with Enablement and HR on an onboarding program that brings new BDRs to full SQO productivity within 90 days. Build a defined BDR-to-AE promotion path with clear readiness criteria. New BDRs reach full SQO productivity within 90 days of hire.
• Cross-Functional Collaboration: Partner with Marketing on targeted campaigns and events, measuring and optimizing results. Share market, prospect, and competitive insights with Sales leadership and Product. Represent TradeCentric at industry events and trade shows as needed.
• Operational Excellence: Maintain accurate CRM data in Salesforce, including stages, contact data, and disqualification reasons. Build and maintain Gong dashboards and flows aligned to Same Side Selling. Continuously refine process and tooling to improve BDR productivity.

How Success Is Measured

This role is measured on: SQOs delivered, by count and pipeline dollars, against monthly and quarterly targets.

Qualifications

Required

• 5+ years of B2B sales experience in SaaS or enterprise software, including 2+ years leading BDR or SDR teams.
• Prior success as a top-performing BDR or SDR, with a record of exceeding pipeline targets.
• Experience running outbound into multi-stakeholder, technically complex Mid-Market and Enterprise sales.
• Hands-on experience with Salesforce and a sales engagement platform such as Salesloft or Outreach.
• Data-driven coaching style, comfortable building dashboards and adjusting strategy based on trends.
• AI exploration: Evaluates and experiments with AI tools and workflows, with a strong understanding of AI as it applies to the BDR role.
• Strong written and verbal communication, including with senior executives.

Preferred

• Experience in eCommerce, eProcurement, iPaaS, or data integration technology.
• Experience with Gong, LinkedIn Sales Navigator, and intent or signal data tools.
• Formal training in Same Side Selling or a similar consultative methodology.
• Experience building a BDR-to-AE promotion path.

Company Benefits:

At TradeCentric, we have a strong and innovative team dedicated to transforming the way our clients do business. It is our people who make it happen and we strive to take care of our employees in every way we can. Below is a list of benefits that are offered to employees, once eligibility is met:

• Flexible Time Off
• Volunteer Time Off
• Health Benefits: Medical, Dental and Vision
• Health Savings Account (HSA) and Flexible Spending Account (FSA)
• Dependent Care FSA (DCFSA)
• 401k with Company Match
• Paid Parental Leave
• Company paid Short Term & Long Term Disability
• Company paid Life Insurance
• Monthly Work from Home Stipend
• Career Development Reimbursement Program