Business Development Representative Team Manager - Houston
12 hours ago
Job description
Who We AreAbout Us
SmartVault is a cloud-based document management and file-sharing solution for small-to-medium-sized businesses, accountants, and bookkeepers.
Since joining the GetBusy Group (AIM-listed on the London Stock Exchange) in 2017, we've grown as part of a global organization serving customers across the US, UK, and ANZ.
Our Culture and ValuesWe're collaborative, customer-first, and data-driven. Our goal is to solve real customer problems and make work easier so people can focus on higher-value activities. Learn more about our business and our values.
The Team and Role
We're hiring a Business Development Representative Team Manager to lead our MDR team and help modernize how we generate and convert pipeline.
This is a player-coach leadership role focused on coaching performance while exploring smarter, AI-enabled ways to prospect, personalize outreach, and improve conversion.
If you're excited about leading people and building a more future-ready pipeline engine, this role offers real ownership and impact.
You'll report to the Director of Product Marketing and serve as the bridge between Product Marketing strategy and frontline sales development execution.
We're at an inflection point in how pipeline is generated and managed.
This role is not about maintaining the status quo, it's about helping modernize and reshape our MDR program for the next era of GTM execution.
We are actively exploring AI-driven tools and workflows across prospecting, research, messaging, call preparation, and performance optimization. You'll have the opportunity to test, implement, and refine AI-enabled approaches that improve efficiency, personalization, and conversion quality.
If you're excited about combining people leadership with AI-forward pipeline strategy, this is an opportunity to build something that will define the next phase of our growth.
MDR team performance, development, and accountability
Team quotas, conversion metrics, and pipeline quality
Outbound execution across calls, email, and LinkedIn
Coaching, talk tracks, and objection handling
Lead management, speed-to-lead, and CRM execution
Evaluate and implement AI-enabled tools and workflows to enhance prospecting efficiency, personalization, and performance visibility
The Job
Team Leadership & Coaching
Lead and coach MDRs through call reviews, live feedback, and structured development plans
Refine scripts, objection handling, and competitive positioning
Foster a culture of accountability and continuous improvement
Performance & Quota Management
Own team activity, opportunity creation, SQOs, and pipeline quality
Set and manage monthly quotas
Monitor trends and implement coaching or process improvements as needed
Lead & Operational Management
Ensure inbound and outbound leads are routed and worked efficiently
Oversee lead distribution and follow-up standards
Maintain data integrity in Salesforce and Pardot
Resolve lead flow or reporting issues
Outbound Strategy & Competitive Insights
Optimize outbound strategy and messaging
Translate competitive insights into actionable talk tracks
Partner with Product Marketing to align messaging and GTM priorities
Enablement & Tools
Deliver ongoing enablement on products and positioning
Own the MDR tech stack (Outreach, Salesforce, Pardot, ZoomInfo, Nooks)
Reinforce best practices in sequencing, tracking, and reporting
Cross-Functional Collaboration
Surface frontline insights to improve targeting and campaigns
Align with Sales and Customer Success on qualification and handoffs
What Success Looks Like
Team consistently meets or exceeds opportunity and activity targets
Improved call quality and conversion rates
Leads worked quickly and consistently
Strong trust from Sales in MDR-sourced opportunities
A scalable, high-performing MDR function
Required
Essential Skills
2-4 years of B2B SaaS sales or sales development experience
Experience as a high-performing MDR/SDR
Prior team leadership or coaching experience
Strong knowledge of Salesforce, Outreach, and lead workflows
Experience with dialing tools (Nooks preferred)
Data-driven, organized, and effective communicatormunication, coaching, and organizational skills.
Nice to Have
Experience selling into accounting or professional services
Experience partnering with Product Marketing
Familiarity with marketing-sourced pipeline
Who You Are
A people-first leader who develops others
Curious and excited about AI
Accountable and results-driven
Operationally strong and detail-oriented
Strategic thinker who executes tactically
Benefits Of Working At SmartVault
We're committed to making SmartVault a great place to work. We offer strong health benefits, generous PTO, volunteer time off, and a hybrid work environment. Learn more about our benefits.
We value diversity and are committed to building an inclusive workplace.
Legal
All hires must verify identity and eligibility to work in the United States.
To learn how we use applicant data, please review the GetBusy Applicant Privacy Policy.
Sponsorship is not available at this time.
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