BDR Manager

At PEC we've spent the past 17 years innovating how we deliver for our clients, and making a significant, industry-wide impact. Our core values—Built to Last, Play to Win, Push the Envelope, and Do the Right Thing—aren't the typical corporate Kool-Aid; they're fundamental to the people we are and the people we hire. Our mission is impact, and that's why our energy-efficiency solutions yield results that advance our clients' businesses on a grand scale.

We're North America's most innovative energy optimization company. We deliver customized energy-efficiency solutions (LED lighting systems, advanced controls, EV Charging Stations, and Energy Monitoring) that go beyond energy savings, helping our partners "run efficient, save money, and work happy" all while reducing their carbon footprint. With deep knowledge of the energy-efficiency industry, we are experts in designing, developing, and deploying targeted solutions in complex and specialized environments. That's why blue-chip brands like Costco, IKEA, Alaska Airlines, and 5000+ others put their trust in us.

About the role

This role will lead a team of Business Development Representatives (BDRs) whose core purpose is to generate qualified pipeline for the sales organization. They own the outbound engine, from hiring and daily coaching to the processes that turn outreach into booked meetings, while developing BDRs into PEC's next generation of sales talent.

Responsibilities

• Team Leadership: Lead from the front. Set the tone daily, coach BDRs on the call floor, and hold yourself to the same standards you set for the team.
• Performance Management: Set and track KPIs across activity (dials, emails, conversations) and outcomes (meetings booked, pipeline generated) to keep the team on pace to meet or exceed sales goals.
• Data Analysis: Analyze sales data, including team conversion rates and outreach success metrics, to identify trends and inform strategy.
• Technology Integration: Ensure BDRs are proficient in the sales tech stack (e.g., HubSpot, ZoomInfo, Gong, new AI tools), keep CRM records clean and current, and assist in evaluating new technologies.
• Pipeline Generation: Own the team's meeting and pipeline targets. Develop and refine outreach strategies, messaging, and processes so qualified meetings keep flowing to the sales team.
• Meeting Assignment and Lead Handoff: Assign BDR-sourced intro meetings to the right sales resource each day, check HubSpot for prior activity and active deals before assigning, and make sure every handoff is well documented.
• Coaching and Development: Run weekly 1:1s, call reviews, and role-play sessions to build each BDR's skills in prospecting, objection handling, and product knowledge.
• Reporting: Provide regular reports on team performance, pipeline status, and key metrics to senior management.
• Sales Enablement Alignment: Work with the Sales Enablement team to align on messaging, processes, and best practices that support BDR outreach.
• Accountability: Set clear expectations for activity and results, review each BDR's scorecard weekly, and address gaps quickly through honest, constructive conversations.
• Talent Development: Develop BDRs beyond their quota. Build the product knowledge and customer instincts that prepare top performers for advancement within the sales organization.
• Marketing Collaboration: Partner with the marketing team to optimize inbound lead handling, execute ABM (Account-Based Marketing) campaigns, and plan ad support for cold outreach.
• Hiring and Onboarding: Own recruitment and hiring for the BDR team, from partnering with recruiters and running structured interviews to managing each new hire's 30-60-90 day ramp.

Requirements

• Bachelor's degree in business, marketing, or a related field (preferred).
• 5+ years of experience in business development or a related field, with at least 2 years in a leadership role.
• Demonstrated ability to build or improve BDR programs, including developing scalable outreach strategies, implementing new tools, and improving team performance metrics.
• Proven experience hiring, leading, and coaching sales teams, preferably in a B2B environment with a range of verticals and products.
• Expertise in sales enablement platforms such as HubSpot, ZoomInfo, Gong, and emerging AI technology.
• Ability to develop and execute a forward-looking vision for the BDR program, incorporating industry trends and innovative strategies to drive success.
• A valid, insurable driver's license is required.
• PEC is not able to provide sponsorship for work visas. All applicants must be currently authorized to work in the United States on a permanent basis.

Benefits

• 4% 401k matching
• Health, Vision, Dental Insurance covered 90%
• Open PTO
• A fun work environment with a great team, weekly lunches, team trips, and more

Pay

This position has a base salary of $95,000 and an expected OTE of $140,000 - $150,000.

Schedule

This is an in-person role out of our Chicago (River North) office.