Manager, Business Development

THE OPPORTUNITY

As Manager, Business Development, you'll lead the day-to-day coaching, performance, and
development of Leap's BDR team. You'll drive excellence across inbound and outbound
motions, keeping pipeline creation consistent, lead response times fast, and meeting quality
high. You'll execute against the sales strategy already in place, sharpen the team's workflows,
and grow BDRs into strong sales professionals, all while partnering closely with Sales
Leadership, Marketing, and RevOps to keep everyone aligned. This role reports directly to the
VP of Sales.


RESPONSIBILITIES

• Lead and manage the day-to-day performance of the BDR team across inbound and
outbound sales efforts, driving consistent achievement of individual and team
pipeline and quota goals.
• Provide active, hands-on leadership during required onsite days, maintaining regular
visibility and accessibility to the team and providing real-time coaching, direction,
and support throughout the workday.
• Coach, train, and develop BDRs through ongoing observation, call coaching, real-time
feedback, regular 1:1s, performance reviews, skills training, and individualized
development plans.
• Monitor daily activity, lead response times, conversion rates, meeting quality, and
pipeline contribution to identify trends, address performance gaps, and improve
results.
• Oversee inbound lead management and outbound prospecting activities, including
phone, email, and multi-channel outreach, ensuring timely and effective execution.
• Establish and maintain a high-accountability sales environment, reinforcing
performance expectations, sales processes, playbooks, messaging, and standards of
execution.
• Maintain consistent management availability and appropriate team coverage during
established business hours, promptly addressing BDR questions, coaching needs,
performance concerns, and escalations.
• Lead team meetings, huddles, coaching sessions, and other management activities,
including in-person leadership activities on designated onsite days.
• Partner closely with Sales Leadership, Marketing, and RevOps on lead quality, territory
management, sales strategy execution, tools, reporting, and continuous process
improvement.
• Recruit, onboard, ramp, and retain high-performing BDRs while supporting their
ongoing professional development and career progression.


QUALIFICATIONS

• Minimum of an Associate’s Degree highly preferred.
• 3+ years of experience in Business Development or Sales Development.
• 2+ years of experience managing or leading BDR/SDR teams.
• Proven success supporting both inbound and outbound sales motions.
• Experience with outbound phone and email campaign execution.
• Hands-on experience with CRM systems and sales tools (Salesforce and Gong
preferred).
• Experience using power dialers and/or predictive dialers.
• Strong understanding of short and long sales cycles.
• Excellent verbal and written communication skills.
• Strong problem-solving skills with a data-driven mindset.
• Ability to thrive in a fast-paced, ever-changing environment

Hiring Locations: Must be based in or near the Baltimore or Columbia, MD markets. This is a
hybrid position. 3 days in office in Columbia, MD (Tuesday, Wednesday & Thursdays) and 2
days working remotely. Regular onsite attendance on required office days is an essential
function of this position due to the Manager's responsibility for the day-to-day supervision,
coaching, development, performance management, and leadership of the BDR team.

Leap may modify work location expectations from time to time based on business needs.
Employees will be provided with reasonable notice of any such changes.