Business Development Representative Manager

About the Position

The creation of the business development team as part of the overall demand generation and pipeline creation strategy is a critical initiative for a well-established leader in cybersecurity. This team is instrumental in the overall success of company objectives to grow new business both with our partners and end users. 

As the Business Development Representative (BDR) Manager at WatchGuard, you will play a critical role in the success of our organization by coaching our BDRs to identify, engage and convert prospective partners and end users to new business opportunities. The role is responsible for all arms of our BDR function including end user inbound, end user outbound and partner inbound/outbound. 

The BDR manager will drive the overall strategy of our inbound and outbound motion to support both demand generation and account-based marketing efforts. The BDR manager will be responsible for maintaining current metrics, scorecards, and reporting, while building and optimizing new reports required to drive the team’s success. The BDR manager will be expected to provide weekly scorecard updates to the team and leadership, as well as monthly read-outs to marketing leadership and reporting and updates to executive leadership as needed. 

While the current focus of the team is localized to North America, there is the potential and desire to grow the team as we’re able show results and drive opportunity creation. The BDR manager will need to ensure the consistent adoption of usage of BDR processes, messaging, and scorecards. 

This role sits within the marketing department and reports to the Director of Demand Generation Programs. The ideal candidate will be excited by the opportunity to work closely with content marketing, sales enablement and our broader sales organization.  The Revenue Marketing team is a close-knit global team that enjoys collaborating on projects, challenging each other on ideas and sharing laughs on regular team virtual events.  

A Day in the Life

Each day will start with a team standup meeting to review the key priorities for the day and offer an opportunity to share what’s working (and what isn’t) with the rest of the team. Throughout the week, you’ll be expected to meet regularly with each member of the team – whether meeting with the inbound team to discuss trends or meeting with each rep individually. You’ll meet bi-weekly with marketing leadership to discuss upcoming projects and initiatives that might be relevant to campaigns and messaging for the BDR team. You’ll also be expected to meet regularly with the leadership of the broader sales organization to ensure alignment on objectives and processes, as well as updates on opportunities created from the BDRs to their teams. 

You’ll spend time throughout the week coaching reps on new tactics and tools that will help empower and enable them to drive revenue. You will also leverage our call coaching platform to identify trends, key objections, and competitive intelligence that will drive new sequence and snippet creation. 

Within one month, you will…

• Understand the target audiences and review current sequences 

• Dive into the reporting and metrics that are currently being used 

• Meet with sales leadership and understand how the teams work together

Within three months, you will…

• Provide feedback on reporting, metrics and scorecards that will drive results

• Optimize/develop new sequences 

• Being reporting to marketing and sales leadership

• Ensure quarterly metrics are being met 

Within six months, you will…

• Provide recommendations on tech stack optimizations or additions

• Drive strategic changes and optimizations to accelerate pipeline creation

Skills and Qualifications

• Strong verbal and written communication skills

• Ability to use intent data and research to personalize emails in pre-defined sequences and to know when to create a custom email

• Skilled in navigating organizations and using social media to find the right prospect to contact

• Strong time management skills, results-focused, and a proactive nature

• Desire to be part of the team and share in your teammate’s success and failures

• Ability to learn quickly and to adapt easily to change

• Passion to help our partners become more profitable and our customers to be more secure

• Experience using CRM systems, Salesforce.com preferred

• Experience using LinkedIn Sales Navigator and other social media platforms in prospecting

• Experience with other tools including Outreach, Apollo.io, 6sense are a plus

• Bachelor’s degree or equivalent work experience

Experience

• 7-10 years’ experience in a sales or business development role

• 2-3 years of sales management experience preferred 

• Technology or software sales experience is a major plus

• Ability to work in a fast paced, team environment

• Excellent written and verbal communication skills

• Strong time management with organizational skills

Compensation

The base salary range for this position is $95,000 - $105,000 USD, exclusive of benefits. This position is also eligible for commissions up to  40% of on target earnings. Your base salary compensation will be based on your individual skills, education, and experience. Please keep in mind that the above range is the full base salary range for this role; hiring at the maximum of the range is not typical in order to allow for future salary growth. 

U.S. Benefits

·       Under our Flexible Work Philosophy, most employees can work from an office, at home, or any combination of the two.

·       Comprehensive benefits plan including medical, dental, life, vision, disability, and life insurance

·       Healthcare FSA

·       FSA with employer contribution

·       13 holidays, including a floating holiday, Juneteenth, and your birthday

·       15 days of paid annual leave

·       9 days of paid sick time

·       Paid parental leave

·       401(k) with employer match

Other Perks

·       Education assistance program

·       Dependent Care FSA match

·       Adoption assistance

·       Fertility care support

·       Backup care for family and pets

·       A growing network of employee resource groups

·       Employee referral program

·       Virtual boot camp

·       Employee Assistance Program