The North America SMB Business Development Representative (BDR) Manager is responsible for developing, leading, and mentoring a high-performing team that partners closely with the SMB sales organization to drive the growth of Mimecast’s new business pipeline. This role is focused on maximizing lead qualification and conversion rates, ensuring the team consistently achieves and exceeds key performance metrics.
The successful candidate will be adept at clearly understanding and articulating the Mimecast value proposition to both internal teams and prospective customers. You will collaborate cross-functionally, especially with the marketing organization, to follow up on inbound inquiries, develop strategic plans, and provide actionable feedback on marketing campaign effectiveness. Strong business judgment and communication skills are essential, as this position requires regular interaction with prospective customers, senior management, and other key stakeholders.
This is an excellent opportunity for an experienced team leader looking to take the next step in their career, with responsibility for hiring, training, and developing talent, as well as contributing to the ongoing evolution of sales best practices and processes within the SMB organization at Mimecast.
What You'll Do:
- Lead and Manage Team: Oversee a team of SMB Business Development Representatives (BDRs), providing daily leadership, coaching, and support to drive high performance and professional growth.
- Goal Achievement: Ensure the team consistently meets or exceeds targets for booked meetings, Sales Accepted Leads (SALs), and pipeline/revenue generation.
- Strategic & Tactical Planning: Participate in strategic and tactical planning for the organization, aligning BDR activities with Mimecast’s sales objectives.
- Performance Management: Enforce clear KPIs, manage performance metrics, and provide regular feedback, coaching, and career development opportunities for team members.
- Hiring & Onboarding: Responsible for recruiting & hiring top talent and working alongside the NA BDR Enablement Manager to onboard and ramp new BDRs to build and retain talent.
- Process & Policy Development: Contribute to the development and implementation of rules of engagement, policies, procedures, and programs to optimize team effectiveness.
- Forecasting & Reporting: Develop, maintain, and report on monthly and quarterly team forecasts; analyze pipeline metrics and report on team performance, identifying and implementing actions needed to achieve goals.
- Training & Enablement: Arrange ongoing product, competitive, and skills training with the NA BDR Enablement Manager to ensure the team remains knowledgeable and effective.
- Cross-Functional Collaboration: Work closely with Sales, Marketing, and Partner teams to drive integrated campaigns and ensure seamless lead handoff.
- Continuous Improvement: Suggest and implement improvements to optimize the lead qualification process and overall team productivity.
- Tactical Support: Support all tactical management functions required for the success of the BDR team and broader SMB sales organization.
What You'll Bring:
- Bachelor’s degree or equivalent combination of relevant education and experience preferred
- 2–4 years of relevant, transferable, and/or previous management experience (e.g., inside sales, outbound market research, or similar roles) working closely with a sales team.
- Experience managing a team of Business Development Representatives (BDRs), including hiring, training, ramp-up, and ongoing coaching, performance management, and career development.
- Proven track record of leading teams to achieve booked meetings, Sales Accepted Leads, and revenue targets.
- Strong mentoring, coaching, and feedback skills with the ability to implement and maintain sales best practices.
- Excellent business judgment and the ability to prioritize effectively, work independently, and develop strategies and action plans in a team environment.
- Experience with performance metrics management, including developing, maintaining, and reporting on monthly and quarterly individual and team forecasts.
- High energy, results-oriented, and driven professional with a passion for team success.
- Knowledge of the technical marketplace and IT organizational structures; software industry experience is a plus.
- Comfortable interacting with potential clients via telephone and email, and able to support the team with outbound dialing (cold calling) and handling inbound inquiries.
- Familiarity with sales processes, outbound prospecting, and CRM systems is highly desirable.
- Demonstrated experience using AI tools and/or leading the successful rollout, training, or support of AI tool adoption within a team environment.
The on-target earnings (OTE) range for this position is $120,000 - $180,000 (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.
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