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.