Business Development Manager (BDM)

Core Roles & Responsibilities

• LMA the BD team by providing clear direction, the tools and training to win, and hold each rep accountable to their agreed-upon measurables and behaviors
• Recruit, onboard, coach, and retain the right people in the right seats. Develop reps through the Kattsafe proven process, the Lushin/Sandler methodology, and field ride-alongs so they get it, want it, and have the capacity to do it
• Ensure the team consistently generates qualified pipeline through proactive outbound prospecting, MQL follow-up, and territory coverage that maps to our Food, Beverage & Grocery (FB&G) target market and Hippo/Whale project focus
• Guarantee every Deal that leaves the BD team meets the 5/5 qualified-deal criteria (next steps, decision maker, budget, pain, close date) before it is associated to a TSR or EAE
• Maintain an accurate, current view of BD activity and pipeline in HubSpot
• Running the BD team’s daily/weekly cadence from the Indianapolis office — huddles, pipeline reviews, and 1-on-1 coaching
• Reviewing rep activity and qualification quality in HubSpot, and enabling deal progression
• Coaching pre-call plans, 30-second commercials, and discovery technique; chair-flying and role-playing with reps
• Alliance closely with TSRs, EAEs, and other Sales Managers to ensure smooth hand-offs and feedback loops
• Field ride-alongs in territory to develop reps and stay close to the customer and the channel
• Provide the Business development team with clear direction, vision and leadership. Strive to meet sales targets and KPIs aligned with Kattsafe’s strategy
• Foster accountability within the team and support each team member’s development
• Communicate all major developments regarding pricing, competition, product, and projects with the Sales & Marketing Manager
• Manage the business development strategy and execution
• Collaboration with Sales & Marketing managers to ensure execution into targets markets and projects
• Manage the hiring and onboarding process for future business/sales development roles
• Monitor and act on industry trends and large projects in development
• Ensure business development pipeline accuracy and growth

Responsibilities

• Compensation & Benefits
• Generous Base Wage.
• 401K Company Contribution.
• Potential OTE in the range of $120k to $155k.
• Excellent Healthcare Options.
• Growth by Sharing Bonus Plan (employees must complete 3 months of service before they're eligible for bonuses).
• Company Lunch Provided Onsite Tuesday, Wednesday and Friday.
• Onsite gym and shower available to employees outside work hours.
• Company Paid Holidays: Good Friday, Day after Thanksgiving, and the days between Christmas Day & New Year's Day (in addition to Federal Paid Holidays).

Qualifications & Skills

• Bachelor’s degree in Business, Marketing, Sales, or a related field; or 3-5 years of equivalent experience
• Demonstrated experience running and operating a business development, SDR, or inside sales team (people-management experience required)
• Track record of building demand-generation processes and hitting pipeline/revenue targets through a team
• Strong coaching ability — able to develop reps in a structured sales methodology (Lushin/Sandler or equivalent a strong plus)
• Proficiency in HubSpot (or similar CRM) and Microsoft Office Suite; comfortable using data to manage performance
• Excellent verbal and written communication, with strong organizational and prioritization skills
• Self-motivated, growth-minded, and comfortable leading in a fast-paced, target-driven environment
• Willingness to travel for field ride-alongs and territory support