Manager, Business Development (BDR Team)
Department: Marketing
Location: USE (Jacksonville, FL)
Reports To: Global Director of Business Development
We exist to transform our customers and change lives
Who We're Looking For
RF-SMART is hiring a Manager, Business Development (BDR Team) who will lead and develop a high-performing BDR team while driving strategic pipeline growth for our SaaS business lines. This is a leadership role for someone who combines modern sales methodology, data-driven decision-making, and a genuine investment in people development. The ideal candidate brings B2B SaaS sales leadership experience, a consultative approach to outbound strategy, and the ability to build a BDR function that is targeted and impactful - all in service of RF-SMART's mission to transform our Customers and change lives.
What You’ll Be Doing
Team Leadership & Coaching
- Conduct structured weekly 1:1s, coaching sessions, call-shadowing sessions, and objection-handling workshops to accelerate individual skill development
- Leverage sales enablement platforms to monitor BDR outreach activity, analyze engagement data, and guide team members toward more effective sequencing and follow-up strategies
- Own BDR onboarding and ramp-up, ensuring new team members quickly understand RF-SMART's product, ICP, and outreach playbooks
Performance Tracking & Reporting
- Set, monitor, and communicate KPIs that measure both activity quality and pipeline outcomes (e.g., connect rates, meeting-booked-to-held conversion, pipeline generated)
- Use dashboards and data to proactively identify not just who needs coaching, but why, and act on it
- Report on business development activities and outcomes to senior leadership on a regular cadence
- Continuously optimize team strategies based on data-driven insights and real-world results
Outbound Strategy & Lead Generation
- Design and execute targeted outbound campaigns that deliver messaging relevant to specific audiences, industries, and pain points, ensuring every touchpoint resonates with the prospect's context and challenges
- Build and refine multi-channel campaign sequences within sales enablement platforms to ensure consistent, timely, and personalized outreach at scale
- Guide the team toward multi-threaded account strategies, engaging multiple stakeholders within target accounts rather than relying on a single point of contact
- Use intent signals and buyer behavior data (e.g., hiring triggers, technographic shifts, website activity) to inform campaign targeting and prioritization
- Build and maintain a strong pipeline through networking, market research, and strategic prospecting within RF-SMART's target verticals
Strategic Planning & Market Research
- Develop and execute business development strategies aligned with company growth goals
- Help identify potential markets, customer needs, and emerging trends within the WMS, ERP, and SaaS space
- Incorporate competitor analysis to position RF-SMART effectively and sharpen messaging over time
Cross-Functional Collaboration
- Partner with senior leadership & Marketing to co-develop targeted campaigns, align on audience segmentation, and ensure outbound messaging complements broader marketing initiatives
- Collaborate with Account Executives to define and ensure high-quality, well-documented pipeline handoffs
- Work with the Market Research Team to maintain CRM data integrity, pipeline accuracy, and efficient lead routing
- Feed prospect insights and market trends back to Product and Marketing to continuously improve messaging and positioning
What You Bring
- Bachelor’s degree in business, Marketing, or a related field required; MBA is a plus
- 3-5+ years of experience in B2B SaaS sales, business development, or a closely related field
- 1-2+ years of experience in a team lead or people management capacity, with a demonstrated ability to develop and retain BDR/SDR talent
- Proven track record of meeting or exceeding pipeline generation and revenue targets
- Prior experience in SaaS or technology is preferred, or a demonstrated ability to ramp quickly in a software product environment
Job Knowledge, Skills and Abilities:
- Deep understanding of modern outbound sales methodology, including signal-led prospecting, multi-threading, and consultative engagement
- Hands-on proficiency with sales enablement platforms, including building and managing campaigns, analyzing sequence performance, and coaching BDRs on outreach effectiveness
- Demonstrated ability to build targeted campaigns with messaging that speaks directly to the needs, challenges, and priorities of specific audiences and verticals
- Proficiency in CRM platforms and additional sales engagement tools
- Familiarity with sales intelligence and AI tools
- Data literacy, comfortable building pipeline reports, analyzing team performance metrics, and diagnosing bottlenecks at the individual and team level
- Exceptional written and verbal communication skills, with the ability to coach concise, human-first outreach and hold credible peer-level conversations with C-suite and VP-level buyers
- High emotional intelligence (EQ), able to motivate a team through the natural highs and lows of outbound sales
- Strong organizational and prioritization skills with the ability to manage multiple initiatives in a fast-paced environment
- Collaborative by nature, equally comfortable working cross-functionally with Marketing, Sales AEs, Market Research as with leading their own team
Why RF-SMART?
We’re not just a company; we’re a community. At RF-SMART, you’ll find a culture that’s supportive, innovative, and full of opportunities to grow. From collaborating with passionate colleagues to tackling exciting challenges, every day brings new chances to make an impact.
Employer does not sponsor applicants for employment visa status (e.g. H-1B visa status).
General Information: The above noted job description is not intended to be an exhaustive list of all duties and responsibilities that may be assigned, but rather to give a general sense of the responsibilities and expectations of the job. As the nature of business demands change so, too, may the essential functions of this specific position and/or the skills and abilities required. RF-SMART is an Equal Employment Opportunity (EEO) employer.
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