BDR Manager

Job description

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 RSA's 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 team's 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 RSA's 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 RSA's 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. Bachelor's 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 isn't, 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) $150,000 - $170,000 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. BDR Manager (Hybrid) RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play. For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions ; the first ever and only multi-functional, passwordless hardware authenticator ; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team! For more information, go to .