About the Role
HOA Sales is seeking a high-performing Business Development Manager to lead, coach, and optimize a team of Business Development Representatives (BDRs). This role is responsible for driving outbound performance, improving conversion quality, enforcing operational discipline, and building a high-accountability sales development culture.
This role directly impacts pipeline generation, proposal volume, and overall revenue growth.
Responsibilities:
Team Leadership & Performance Management
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Lead and manage a team of BDRs to achieve and exceed quarterly performance goals
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Drive accountability, consistency, and execution across all outbound sales activities
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Establish a culture focused on professionalism, urgency, responsiveness, and continuous improvement
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Identify and develop top performers while proactively managing underperformance
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Conduct regular performance reviews, coaching sessions, and improvement plans
Pipeline & Outbound Execution
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Ensure the team consistently meets outbound activity expectations across calls, emails, follow-ups, and prospecting coverage
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Monitor daily outbound activity, engagement rates, talk time, and pipeline generation metrics
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Improve conversion performance from:
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Conversations Meetings Scheduled
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Meetings Scheduled Meetings Completed
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Meetings Completed Proposal Opportunities
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Continuously refine messaging, objection handling, scripts, and outreach strategies based on performance data
Coaching & Development
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Conduct weekly 1:1 coaching sessions with every BDR
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Review recorded calls and provide structured coaching around qualification, objection handling, and conversion effectiveness
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Participate in live call blocks and real-time coaching sessions
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Support ongoing enablement around:
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Industry knowledge
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Product positioning
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Sales messaging
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AI tools and workflow optimization
Operational Excellence
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Ensure accurate and timely CRM usage across the team
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Maintain high standards for:
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Activity logging
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Notes and follow-up tracking
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Deal hygiene
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Lead routing and SLA adherence
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Monitor dashboards and reporting to identify risks, trends, and opportunities early
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Maintain alignment with Account Executives and leadership on meeting quality and pipeline standards
Quarterly Performance Expectations
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Quota Metrics
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180 Team Intro Meetings Completed
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120 Proposals Sent
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70% of BDRs Achieving Individual Goal
Success Metrics
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Success in this role will be measured by:
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Team quota attainment
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BDR goal achievement rates
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Consistency of team performance
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Meeting quality and qualification standards
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Conversion effectiveness
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CRM/process discipline
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Coaching effectiveness and rep development
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Operational reliability and leadership maturity
Activity Expectations
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Ensure 100% of BDR activity is logged in CRM within 24 hours
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Conduct weekly 1:1s with every BDR
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Review a minimum of 10 recorded calls per BDR monthly
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Spend at least 3 hours weekly listening to live calls or participating in call blocks
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Review team dashboards multiple times per week
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Monitor outbound performance daily and address gaps quickly
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Ensure inbound leads are worked within SLA requirements
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Maintain strong communication and follow-through with BDRs, AEs, and leadership
Requirements
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3–7+ years of sales leadership or BDR management experience
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Proven success leading outbound sales or SDR/BDR teams
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Strong understanding of sales process, pipeline management, and conversion metrics
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Strong CRM discipline and reporting experience
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Experience with HubSpot
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Experience managing or coaching Business Development Representatives
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Able to travel as needed
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Experience in HOA management, property management, or real estate services is a plus.
Benefits
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Generous PTO including vacation, sick leave, and holidays
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Comprehensive medical, dental, and vision insurance
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401(k) plan with employer match
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Short- and long-term disability (employer-paid)
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Cell phone stipend and mileage reimbursement
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Remote work flexibility with opportunities for in-person collaboration
Why Join Us?
You’ll play a key leadership role in building pipeline, developing talent, and shaping the future growth of the organization. This is an opportunity to lead from the front, influence strategy, and make a measurable impact on revenue generation and team performance.
