Manager, Busniess Development (BDR)

About the Role

Passport is looking for a strategic, data-driven Manager, Business Development to lead and develop our Business Development Representative (BDR) team. Reporting to the VP of Marketing, you'll be responsible for leading one of the company's largest drivers of pipeline while managing a high-performing team that consistently improves the quality—not just the quantity—of outbound and inbound prospecting.

This role goes far beyond managing activity metrics. You'll use data to identify what's working, coach reps to become world-class sales professionals, optimize workflows, and leverage AI to help the team work smarter. You'll partner closely with Sales Leadership, Revenue Operations, Marketing, 3PL, and Partnerships teams to continuously improve our go-to-market motion while creating an environment where BDRs are motivated, challenged, and prepared to become the next generation of Account Executives.

If you're passionate about developing people, obsessed with improving processes, and excited about the future of a fast-growing company, we'd love to meet you.

Lead & Develop the Team

• Recruit, hire, onboard, and retain a high-performing team of Business Development Representatives.

• Coach and mentor reps through regular 1:1s, call reviews, role plays, and personalized development plans.

• Foster a culture of accountability, collaboration, continuous learning, and healthy competition.

• Prepare BDRs for long-term career growth, helping them build the skills needed to become successful Account Executives.

• Act as a player-coach, leading by example and continuously raising the bar for prospecting excellence.

Drive Performance Through Data

• Own the team's performance metrics and reporting, using data to identify coaching opportunities, workflow improvements, and trends.

• Look beyond activity metrics like calls and emails to evaluate conversion rates, meeting quality, pipeline creation, opportunity progression, attribution, and overall outbound effectiveness.

• Define the performance questions, metrics, and business requirements needed to evaluate the health of the Business Development organization; partner with Revenue Operations on scalable reporting and dashboards, and use those insights to drive action.

• Ensure CRM hygiene and data integrity across the BDR organization by reinforcing best practices around activity logging, contact management, lifecycle stages, opportunity attribution, and campaign tagging.

• Monitor adherence to Salesforce processes and reporting standards, partnering with Revenue Operations to improve forecasting accuracy, attribution, routing, and pipeline visibility.

• Partner with Sales Leadership and Revenue Operations to optimize territory planning, account prioritization, capacity planning, productivity targets, reporting, and outbound strategy to achieve pipeline and revenue goals.

Optimize Prospecting Strategy

• Continuously improve inbound and outbound prospecting playbooks across phone, email, LinkedIn, video, and emerging outreach channels.

• Help the team identify higher-quality accounts, prioritize buying signals, multithread effectively, and reach the right decision-makers.

• Test and optimize messaging, sequences, objection handling, and outreach strategies to improve Buyer Conversation quality and pipeline generation.

• Partner closely with the Marketing team to execute outbound campaigns supporting webinars, events, product launches, and ABM initiatives, helping maximize registrations, attendance, and post-event pipeline.

• Work closely with the Marketing, Partnerships, and 3PL teams to coordinate inbound engagement around website leads and referrals.

• Provide ongoing feedback to Marketing on campaign performance, messaging, lead quality, ICP targeting, and market trends to continuously improve go-to-market effectiveness.

Champion AI & Modern Sales Technology

• Drive adoption of AI-powered sales tools and workflows that improve research, personalization, prospecting, coaching, and productivity.

• Evaluate emerging technologies and partner with Revenue Operations to implement solutions that increase efficiency while maintaining a thoughtful, human-first buying experience.

• Coach reps on using AI to enhance—not replace—personalized outreach and relationship building.

• 3+ years leading a Business Development or SDR team in a fast-growing B2B SaaS or technology company.

• Demonstrated experience managing, including setting clear expectations, delivering direct feedback, creating structured development or improvement plans, and making performance decisions when necessary.

• Proven experience building a metrics-driven sales development organization focused on pipeline generation, conversion, and quality—not simply activity volume.

• Strong analytical skills with demonstrated ability to diagnose prospecting funnel performance using conversion rates, segmentation, pipeline data, and rep-level trends, and translate findings into coaching, process improvements, and strategic recommendations.

• Demonstrated success developing early-career sales professionals through coaching, mentorship, and structured career development.

• Experience creating and optimizing outbound prospecting strategies across phone, email, LinkedIn, video, and other digital channels.

• Strong cross-functional leadership skills with experience partnering closely with Marketing, Sales Leadership, Revenue Operations, Partnerships, and Customer Success.

• Hands-on experience with modern sales technology, including many of the following:

  • Gong Engage and/or Salesloft

  • Salesforce

  • HubSpot

  • ZoomInfo

  • Similarweb

  • Clay

  • Highspot

  • ChatGPT and other AI productivity tools

• A strong curiosity about emerging AI technologies and a track record of implementing practical workflows that improve team productivity and effectiveness.

• Excellent communication, coaching, and leadership skills with a people-first management style.

• Experience working in a remote-first or distributed organization is a plus.

The Business Development team is one of Passport's largest drivers of pipeline generation and new business. As Manager, Business Development, you'll play a critical role in shaping how Passport identifies opportunities, engages prospects, develops future sales talent, and scales its go-to-market strategy.

You'll help build a best-in-class modern Business Development organization—one that combines thoughtful prospecting, data-driven decision making, AI-powered efficiency, operational excellence, and exceptional coaching to consistently deliver meaningful business results while developing the next generation of sales leaders.