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Product and business development manager for an international food ingredients distributor. Developing principals, supporting sales managers, and growing B2B oil, fats, cocoa, and food ingredients business across EMEA.
About the role
- Manager leading Passport's BDR team for its shipping technology platform. Driving pipeline through data-led prospecting, coaching, Salesforce operations, and AI-powered sales workflows.
Responsibilities
- Recruit, hire, onboard, and retain a high-performing Business Development Representative team
- Coach and mentor representatives through regular 1:1s, call reviews, role plays, and personalized development plans
- Foster accountability, collaboration, continuous learning, and healthy competition
- Prepare BDRs for career growth and progression to Account Executive roles
- Act as a player-coach and raise prospecting standards
- Own team performance metrics and reporting, identifying coaching opportunities, workflow improvements, and trends
- Evaluate conversion rates, meeting quality, pipeline creation, opportunity progression, attribution, and outbound effectiveness
- Define performance questions, metrics, and business requirements; partner with Revenue Operations on reporting and dashboards
- Ensure CRM hygiene and data integrity, including activity logging, contact management, lifecycle stages, opportunity attribution, and campaign tagging
- Monitor Salesforce process and reporting adherence; improve forecasting accuracy, attribution, routing, and pipeline visibility
- Partner with Sales Leadership and Revenue Operations on territory planning, account prioritization, capacity planning, productivity targets, reporting, and outbound strategy
- Improve inbound and outbound prospecting playbooks across phone, email, LinkedIn, video, and emerging channels
- Help identify higher-quality accounts, prioritize buying signals, multithread, and reach decision-makers
- Test and optimize messaging, sequences, objection handling, and outreach strategies
- Partner with Marketing on outbound campaigns for webinars, events, product launches, and ABM initiatives
- Coordinate inbound engagement around website leads and referrals with Marketing, Partnerships, and 3PL teams
- Provide Marketing feedback on campaign performance, messaging, lead quality, ICP targeting, and market trends
- Drive adoption of AI-powered sales tools and workflows for research, personalization, prospecting, coaching, and productivity
- Evaluate emerging technologies and partner with Revenue Operations on implementation
- Coach representatives to use AI to enhance personalized outreach and relationship building
Requirements
- 3+ years leading a Business Development or SDR team in a fast-growing B2B SaaS or technology company
- Demonstrated experience managing, including setting clear expectations, delivering direct feedback, creating structured development or improvement plans, and making performance decisions when necessary
- Proven experience building a metrics-driven sales development organization focused on pipeline generation, conversion, and quality—not simply activity volume
- Strong analytical skills with demonstrated ability to diagnose prospecting funnel performance using conversion rates, segmentation, pipeline data, and rep-level trends, and translate findings into coaching, process improvements, and strategic recommendations
- Demonstrated success developing early-career sales professionals through coaching, mentorship, and structured career development
- Experience creating and optimizing outbound prospecting strategies across phone, email, LinkedIn, video, and other digital channels
- Strong cross-functional leadership skills with experience partnering closely with Marketing, Sales Leadership, Revenue Operations, Partnerships, and Customer Success
- Hands-on experience with modern sales technology, including Gong Engage and/or Salesloft, Salesforce, HubSpot, ZoomInfo, Similarweb, Clay, Highspot, ChatGPT and other AI productivity tools
- Strong curiosity about emerging AI technologies and a track record of implementing practical workflows that improve team productivity and effectiveness
- Excellent communication, coaching, and leadership skills with a people-first management style
- Experience working in a remote-first or distributed organization is a plus
Job title
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Experience level
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Not specified
Degree requirement
No Education Requirement
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