BDR Manager

The M3 BDR Manager is a high-impact leadership role responsible for building, coaching, and driving the performance of M3’s Business Development Representative team. This position is designed as a player-coach role through 2026, with the BDR Manager personally carrying an individual pipeline contribution target while simultaneously managing and developing a team of up to five BDRs. Beginning in 2027, the role transitions to a full-time people management position as the BDR program scales. 

The BDR team is the engine of M3’s outbound and inbound pipeline, targeting hospitality management companies, hotel owners, and operators across the United States. The BDR Manager will own team productivity, pipeline quality, SLA compliance, and BDR-to-AE handoff standards in close partnership with Regional Sales Executives (RSEs), Revenue Operations, and Marketing. A background in hospitality or hotel technology is a meaningful advantage but is not required. 

The duties listed below are the essential functions of this position, and they may change as the needs of the company demand. All associates are expected to do what is necessary to get the work done and to cooperate fully with their supervisor’s requests for additional or altered duties. 

• 3–5 years of experience in a B2B sales or business development role;1–2 years in a lead or Enterprise BDR role is an added plus. 
• Demonstrated track record of meeting or exceeding individual pipeline and qualified opportunity targets in a SaaS or technology environment. 
• Prior experience managing, mentoring, or training junior sales representatives preferred; full people management experience a strong plus. 
• Completion of a Bachelor’s degree preferred, with a strong preference for majors in Sales, Marketing, Business, or Hospitality Management; an equivalent combination of education and work experience will be considered. 
• Experience selling into or working within the hospitality industry (hotels, management companies, ownership groups) is a meaningful advantage but not required. Candidates are expected to develop working knowledge of M3’s ICP — hotel owners, operators, and management companies — during the onboarding period. 
• Familiarity with accounting, financial reporting, or ERP/PMS platforms in a hotel context is a plus. 
• Must possess strong written and verbal communication skills and the ability to represent M3 professionally to both internal stakeholders and external prospects. 
• Ability to build and sustain positive working relationships across Sales, Marketing, and Revenue Operations teams. 
• Some experience authoring or maintaining SLAs or sales playbooks is preferred. 

Proficiency with the following systems is required or expected within the first 90 days: 

Salesforce (SFDC):  

• System of record for all prospect, opportunity, and activity management. 
• Must maintain full pipeline hygiene, including same-day activity logging, ANUM/BANT field completion, and opportunity stage discipline. 

Gong:  

• Used for call recording, team coaching, and BDR inbound sequencing (Gong Engage). 
• BDR Manager is expected to conduct regular call reviews, provide structured feedback, and leverage Gong Deal Intelligence for pipeline health monitoring. 

Apollo.io:  

• Contact sourcing, ICP list building, data enrichment, and job change alert monitoring. 

LinkedIn Sales Navigator:  

• Intelligence layer for prospect research, buying committee mapping, and personalized outreach. 
• Microsoft Office Suite (Word, Excel, PowerPoint, Outlook) — proficiency required. 
• Experience with comparable GTM systems (Gong, Outreach, Salesloft, HubSpot, ZoomInfo, or similar) is transferable and welcomed.