Role Overview
The Outbound BDR Manager is a frontline people leader responsible for driving consistent, high-quality pipeline generation for North America New Logo Acquisition. This role directly manages a team of BDRs and is accountable for daily execution, coaching, prioritization, and performance against activity, pipeline, and contribution targets.
The BDR Manager operates as a player–coach, deeply involved in deal qualification, outbound strategy, and talent development. They also leverage FBS tools and best practices to drive continuous improvement within the team.
Key Responsibilities
1. Team Leadership & Coaching
- Lead, coach, and develop a team of inbound and outbound BDRs focused on new logo pipeline creation.
- Establish clear expectations around daily activity, qualification quality, and pipeline contribution.
- Conduct regular 1:1s, call reviews, deal reviews, and skill-based coaching sessions.
- Reinforce sales methodology, ICP discipline, messaging consistency, and qualification rigor.
- Foster a high-performance, feedback-driven team culture.
2. Pipeline Generation & Quality
- Own team-level pipeline targets aligned to acquisition revenue goals.
- Ensure BDRs effectively identify, prospect, and qualify target accounts and buyers.
- Actively participate in account planning, outbound sequencing, and top-account strategy.
- Partner with AEs to ensure high-quality handoff and alignment on target accounts and win strategies.
- Continuously improve lead qualification standards to maximize conversion to sales.
3. Execution Management & Operating Rhythm
- Drive daily, weekly, and monthly operating cadence including standups, pipeline reviews, and forecast alignment.
- Monitor KPIs including activity, meetings set, SALs, pipeline value, and conversion rates.
- Identify performance gaps early and implement targeted interventions.
- Ensure accurate and timely CRM hygiene and reporting.
4. Cross-Functional Alignment
- Partner closely with Marketing to align on ICPs, lead flow, campaigns, and outbound plays.
- Collaborate with Sales Leadership to align BDR priorities with territory and account strategies.
- Provide structured feedback to Marketing and Product based on market signals and prospect feedback.
5. Talent Development & Readiness
- Onboard and ramp new BDRs quickly and effectively.
- Develop clear career paths and readiness criteria for advancement into AE or senior roles.
- Identify high-potential talent and create individualized development plans.
6. Process & Continuous Improvement
- Continuously refine outbound motions, messaging, and targeting based on performance data.
- Leverage best practices in SaaS BDR management to drive scalability and efficiency.
- Support enablement initiatives related to tools, messaging, and methodology adoption.
Qualifications
- 3–6 years of BDR/SDR experience in B2B SaaS, preferably 1–3 years in a people management role.
- Proven success building and leading high-performing BDR teams in an enterprise or mid-market SaaS environment.
- Strong understanding of outbound prospecting, inbound qualification, and pipeline metrics.
- Demonstrated ability to coach for skill, behavior, and results.
- Strong collaboration skills with Sales, Marketing, and Enablement.
- Experience with CRM and engagement tools such as Salesforce, Outreach, Salesloft, or similar.
- Ability to operate with urgency, structure, and accountability in a growth environment.
- Willingness to travel periodically for team and leadership meetings.
Success Measures
- Consistent achievement of team pipeline and meeting targets.
- Improved conversion rates from lead to opportunity.
- Increased BDR productivity and time-to-ramp.
- Strong internal partnership satisfaction with Sales and Marketing.
- High engagement, retention, and readiness progression within the BDR team.
Fortive Corporation Overview
Fortive’s essential technology makes the world stronger, safer, and smarter. We accelerate transformation across a broad range of applications including environmental, health and safety compliance, industrial condition monitoring, next-generation product design, and healthcare safety solutions.
We are a global industrial technology innovator with a startup spirit. Our forward-looking companies lead the way in software-powered workflow solutions, data-driven intelligence, AI-powered automation, and other disruptive technologies. We’re a force for progress, working alongside our customers and partners to solve challenges on a global scale, from workplace safety in the most demanding conditions to groundbreaking sustainability solutions.
We are a diverse team 18,000 strong, united by a dynamic, inclusive culture and energized by limitless learning and growth. We use the proven Fortive Business System (FBS) to accelerate our positive impact.
At Fortive, we believe in you. We believe in your potential—your ability to learn, grow, and make a difference.
At Fortive, we believe in us. We believe in the power of people working together to solve problems no one could solve alone.
At Fortive, we believe in growth. We’re honest about what’s working and what isn’t, and we never stop improving and innovating.
Fortive: For you, for us, for growth.
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