The Manager, Business Development is responsible for the day-to-day leadership, coaching, and performance management of an assigned team of Business Development Representatives (BDRs). Reporting to the Senior Manager, Business Development, this role focuses on executing established prospecting strategies, driving pipeline activity within assigned verticals or territories, and ensuring disciplined use of CRM and outreach processes. The Manager translates organizational goals into team-level targets and serves as a frontline leader who develops BDR talent and removes barriers to performance.
Directly manage and coach a subset of BDRs, providing day-to-day guidance, performance feedback, and professional development support.
Conduct regular one-on-ones, call reviews, and pipeline check-ins to identify coaching opportunities and address performance gaps.
Support onboarding of new BDRs, ensuring ramp-up to full productivity through structured training and shadowing programs.
Recognize and reinforce high-performance behaviors while addressing underperformance in a timely and constructive manner.
Drive outbound and inbound prospecting activity across assigned BDR team, ensuring consistent adherence to established outreach cadences and qualification criteria.
Monitor daily and weekly prospecting activity, lead quality, and pipeline contribution at the individual and team level.
Ensure timely and accurate qualification of leads from all sources—marketing campaigns, website inquiries, events, and self-generated outreach.
Support BDRs in researching prospects using social media, industry associations, and other intelligence tools to identify and prioritize opportunities.
Enforce consistent and accurate use of Microsoft Dynamics CRM across the team, ensuring all activity, lead status, and notes are maintained to defined standards.
Identify process gaps or inefficiencies at the team level and escalate recommendations to the Senior Manager for broader optimization.
Assist in maintaining the team’s portion of the Business Development Project Schedule, ensuring alignment with campaign timelines and priorities.
Deliver weekly team performance reports to the Senior Manager, including activity metrics, pipeline contribution, and individual BDR progress against targets.
Use data and KPIs to proactively identify trends, risks, and coaching opportunities within the team.
Communicate performance results and context clearly to BDRs on an ongoing basis.
Serve as a liaison between the BDR team and Sales, ensuring smooth lead handoffs, alignment on qualification standards, and timely follow-up.
Collaborate with the Senior Manager and Marketing to communicate team-level feedback on campaign performance and lead quality.
Participate in cross-functional planning meetings as needed to represent BDR team capacity and execution status.
Conduct personal outreach on strategic or high-priority accounts as needed.
Represent the organization at trade shows, conferences, and sales events as requested.
Tyler Technologies (NYSE: TYL) provides integrated software and technology services to the public sector. Tyler’s end-to-end solutions empower local, state, and federal government entities to operate efficiently and transparently with residents and each other. By connecting data and processes across disparate systems, Tyler’s solutions transform how clients gain actionable insights into opportunities and solutions for their communities. Tyler has more than 40,000 successful installations across nearly 13,000 locations, with clients in all 50 states, Canada, the Caribbean, Australia, and other international locations. Tyler has been recognized numerous times for growth and innovation, including Government Technology’s GovTech 100 list. More information about Tyler Technologies, an S&P 500 company headquartered in Plano, Texas, can be found at tylertech.com.
