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BDR Manager



New York, NY, USA
Posted on Wednesday, September 13, 2023

PhotoShelter is a leading Digital Asset Management (DAM) that helps marketing and creative teams manage their assets online. Nearly 2,000 brands rely on PhotoShelter to get their creative content to their audience, including Delta Airlines, the Boston Red Sox, the University of Florida, the Special Olympics, FreshDirect and more.

We are looking for a BDR Manager to lead and grow our team of BDRs (Business Development Reps) who qualify inbound leads and engage with prospective clients to secure meetings with key decision makers through outbound activity. As the BDR Manager, you will play a pivotal role in driving our sales pipeline and revenue growth.


  • Team Leadership:
    • Foster a collaborative and results-oriented team culture that encourages innovation and continuous improvement
    • Provide ongoing coaching, mentoring, and performance feedback to develop BDRs into high-performing sales professionals
    • Recruit, train, and onboard new BDR team members, ensuring they understand our product offerings, target market, and value proposition
  • Strategy and Planning:
    • Develop and execute the BDR strategy aligned with the company's sales objectives and revenue targets
    • Implement best practices and a playbook to drive accelerated BDR results
    • Analyze market trends, competitor activities, and customer feedback to refine the BDR strategy
  • Lead Generation and Qualification:
    • Oversee both inbound and outbound lead generation activities to ensure a steady flow of qualified opportunities for the sales team
    • Develop and optimize outbound prospecting processes, including email campaigns, cold calling scripts, and social outreach strategies
    • Review and refine lead qualification criteria to ensure BDRs are targeting the right prospects
  • Performance Tracking and Reporting:
    • Define and monitor key performance metrics for the BDR team, such as lead conversion rates, meeting-to-opportunity ratios, and overall pipeline contribution
    • Regularly analyze performance data to identify trends, opportunities, and areas for improvement
    • Build the right tech stack to enable the BDR team to be as successful as possible
    • Create a career growth strategy for BDRs
  • Cross-Functional Collaboration:
    • Collaborate closely with Sales and Marketing teams to align on outreach efforts, messaging, lead qualification/quality, handover processes, and campaign effectiveness
    • Provide insights from BDR interactions to enhance customer personas and refine target account lists
  • 3+ years of proven experience in B2B SaaS sales, business development or related roles, with at least 1 year in a leadership or management position
  • Bachelor’s degree in Business, Marketing, or relevant field (or equivalent work experience)
  • Demonstrated success in managing BDR teams and achieving or exceeding lead generation and meeting goals
  • Strong understanding of B2B sales processes, lead qualification, and CRM systems
  • Excellent communication and interpersonal skills, with the ability to coach and motivate team members effectively
  • Analytical mindset with the ability to use data-driven insights to optimize processes and strategies
  • Proficiency in using sales and marketing tools, including CRM software (e.g., Salesforce) and sales engagement platforms
  • Self-motivated, organized, and adaptable, with the ability to thrive in a fast-paced, dynamic environment

This role can be located in: New York City (HQ - Hybrid); Tristate area (Hybrid); Alabama (Remote); California (Remote); Colorado (Remote); Florida (Remote); Illinois (Remote); Maryland (Remote); Michigan (Remote); Montana (Remote); North Carolina (Remote); Oregon (Remote); Pennsylvania (Remote); Rhode Island (Remote); South Carolina (Remote); Texas (Remote); Virginia (Remote); Washington State (Remote)

**Candidates must either work on the East Coast of the US or be willing to work East Coast hours.**

Our Commitment to Diversity, Equity & Inclusion:

The team at PhotoShelter has a set of foundational values – among them are “we operate with heart” and “our integrity drives everything.” As these values guide our company, PhotoShelter is committed to maintaining a welcoming and respectful workplace that celebrates each employee’s unique identity. We recognize that diverse viewpoints and experiences are essential to the success of our team. Alongside our commitment to photographers and creative teams, we in turn ensure that team members from all backgrounds are supported to grow creatively and professionally in their careers at PhotoShelter. We’re proud to be an equal opportunity employer, and are committed to providing all employees with a work environment that celebrates individuality and remains free from any form of discrimination and harassment. It’s not about our bottom line, it’s about the core values that drive us forward. Our management team and hiring managers are mindful of the needs of our unique community, ensuring that our workplace is inclusive, welcoming and safe for all.

We're offering:

  • An inspired environment. Inc. Magazine named PhotoShelter one of the fastest growing companies in the US and we’ve been awarded one of the Best Places To Work in NYC by InternetWeek with special recognition for our employee happiness scores.
  • Visual Media industry expertise through exposure to amazing photographers and videographers and new trends in the industry.
  • Benefits. We offer the usual good stuff. Competitive annual salary, variable pay incentives, 401(k) with company match, insurance coverage (medical, dental and vision, life), generous PTO, and commuter benefits.
  • Compensation range for this role is $85k - $100k annual base salary, plus commission incentive.