Manager, Business Development at Passport in Remote

As our Manager, Business Development you play the crucial role of hiring, onboarding, training and developing high potential BDRs. You’ll empower an established, motivated team & fine tune ways to expand the top of funnel while creating a feedback-oriented environment. Reporting to the VP of Sales, you’ll build strong relationships with AEs, cross-functional leadership and iterate on current processes to serve your team.

What you'll do:

• Attract, hire & retain a team of BDRs

• Coach & mentor current team members as they progress through continual feedback

• Act as a true “player-coach” and team player to drive process and performance improvement

• Provide consistent visibility and insights into sales development activities, hand-off, dispositions, and outcomes by region, team, and individual

• Optimize outbound lead generation processes and workflows for maximum efficiency and effectiveness

• Provide detailed reports and insights to leadership regarding lead generation activities and results

• Champion AI-powered prospecting tools across the BDR team, driving adoption, building workflows, and holding the team accountable to consistent use

• Partner with Revenue Operations to identify, test, and implement new AI tools and workflows that increase SDR output quality and efficiency, serving as the team's primary voice in the evaluation process

What we’re looking for:

(Please apply even if you don’t meet all of the criteria!)

• 2-3 years leading a team of BDRs in a high growth tech environment including ability to facilitate team discussions, provide coaching/developing junior reps, and establish a culture of high performance

  • Prior experience in a remote-first environment is a plus!

• Experience building and iterating upon playbooks for BDRs to unlock productivity of phone calls, email, social media, and other outreach to prospects

• Nurtured culture of accountability around key performance indicators including number of calls, emails and close ratio of BDR generated opportunities

• Strong interpersonal skills & experience collaborating with Revenue Operations, AE, and leadership teams to ensure team success

• History of collaboration with GTM Leaders on crafting promotion criteria for BDRs progression through the organization

• Hands-on experience using AI and automation tools to drive outbound productivity — you've built sequences, coached reps on AI-assisted research, and know how to separate signal from noise when evaluating new tools

• A genuine curiosity about how AI is changing the sales development motion, with a track record of operationalizing new technology quickly and getting teams to actually use it