Business Development Manager

Job description

About the Role

HOA Sales is seeking a high-performing Business Development Manager to lead, coach, and optimize a team of Business Development Representatives (BDRs). This role is responsible for driving outbound performance, improving conversion quality, enforcing operational discipline, and building a high-accountability sales development culture.

This role directly impacts pipeline generation, proposal volume, and overall revenue growth.

Responsibilities:

Team Leadership & Performance Management - Lead and manage a team of BDRs to achieve and exceed quarterly performance goals - Drive accountability, consistency, and execution across all outbound sales activities - Establish a culture focused on professionalism, urgency, responsiveness, and continuous improvement - Identify and develop top performers while proactively managing underperformance - Conduct regular performance reviews, coaching sessions, and improvement plans

Pipeline & Outbound Execution - Ensure the team consistently meets outbound activity expectations across calls, emails, follow-ups, and prospecting coverage - Monitor daily outbound activity, engagement rates, talk time, and pipeline generation metrics - Improve conversion performance from: - Conversations → Meetings Scheduled - Meetings Scheduled → Meetings Completed - Meetings Completed → Proposal Opportunities - Continuously refine messaging, objection handling, scripts, and outreach strategies based on performance data

Coaching & Development - Conduct weekly 1:1 coaching sessions with every BDR - Review recorded calls and provide structured coaching around qualification, objection handling, and conversion effectiveness - Participate in live call blocks and real-time coaching sessions - Support ongoing enablement around: - Industry knowledge - Product positioning - Sales messaging - AI tools and workflow optimization

Operational Excellence - Ensure accurate and timely CRM usage across the team - Maintain high standards for: - Activity logging - Notes and follow-up tracking - Deal hygiene - Lead routing and SLA adherence - Monitor dashboards and reporting to identify risks, trends, and opportunities early - Maintain alignment with Account Executives and leadership on meeting quality and pipeline standards

Quarterly Performance Expectations - Quota Metrics - 180 Team Intro Meetings Completed - 120 Proposals Sent - 70% of BDRs Achieving Individual Goal

Success Metrics - Success in this role will be measured by: - Team quota attainment - BDR goal achievement rates - Consistency of team performance - Meeting quality and qualification standards - Conversion effectiveness - CRM/process discipline - Coaching effectiveness and rep development - Operational reliability and leadership maturity

Activity Expectations - Ensure 100% of BDR activity is logged in CRM within 24 hours - Conduct weekly 1:1s with every BDR - Review a minimum of 10 recorded calls per BDR monthly - Spend at least 3 hours weekly listening to live calls or participating in call blocks - Review team dashboards multiple times per week - Monitor outbound performance daily and address gaps quickly - Ensure inbound leads are worked within SLA requirements - Maintain strong communication and follow-through with BDRs, AEs, and leadership

Requirements - 3–7+ years of sales leadership or BDR management experience - Proven success leading outbound sales or SDR/BDR teams - Strong understanding of sales process, pipeline management, and conversion metrics - Strong CRM discipline and reporting experience - Experience with HubSpot - Experience managing or coaching Business Development Representatives - Able to travel as needed - Experience in HOA management, property management, or real estate services is a plus.

Benefits - Generous PTO including vacation, sick leave, and holidays - Comprehensive medical, dental, and vision insurance - 401(k) plan with employer match - Short- and long-term disability (employer-paid) - Cell phone stipend and mileage reimbursement - Remote work flexibility with opportunities for in-person collaboration

Why Join Us?

You’ll play a key leadership role in building pipeline, developing talent, and shaping the future growth of the organization. This is an opportunity to lead from the front, influence strategy, and make a measurable impact on revenue generation and team performance.