Manager, Business Development Representative

Who We Are:

Crafty elevates workplace food and beverage programs with enhanced services managed in one innovative, centralized platform. Founded in 2015, our mission is to help companies craft better workplaces. From DraftKings to Robinhood to Zillow, we work with the world's biggest brands to foster a culture of employee connectivity and productivity. Headquartered in Chicago, with offices in New York and the Bay Area, Crafty manages food and beverage programs across 500+ offices, serving more than 400,000 employees per month.

Our commitment to crafting better workplaces starts from within. We are a team of passionate, resourceful, and hard-working trailblazers who love what we do. Our expertise spans technology, food and beverage operations, client success, fulfillment and more. At Crafty, our people are our greatest asset, because it's our people who foster a culture that makes our company a place worth being part of. And of course, the snacks are the cherry on top!

The Role

The Manager, Business Development is responsible for the day-to-day management and coaching of Crafty's BDR team to drive national pipeline generation and contribute to new business revenue. This role owns frontline management of the BDR function - from assisting in recruiting and onboarding to training, coaching, and performance management - and partners closely with Sales, Marketing, and RevOps to optimize outbound strategies and team effectiveness.

Success in this role looks like:

• Consistent achievement of both pipeline generated and SQO targets
• A high-performing, well-developed BDR team (6+ reps) with strong retention and clear career paths
• Proactive, data-driven leadership visibility through structured reporting
• A BDR function that continuously evolves through process and coaching improvements

Required Attributes

• Team leadership and development: Leads and coaches a team of BDRs to achieve and exceed cold outreach targets and performance metrics. Develops personalized coaching plans based on call and email data, and proactively addresses performance gaps with clear expectations, support, and accountability.
• Training strategy and curriculum: Continuously improves a comprehensive training program covering cold emailing, cold calling, and social prospecting. Regularly updates materials to reflect industry trends and best practices, and delivers engaging onboarding and refresh sessions.
• Performance analysis and coaching: Uses data analytics to monitor individual and team performance, identify improvement opportunities, and provide structured feedback. Implements performance improvement plans for underperforming team members.
• Process enhancement: Collaborates cross-functionally with Marketing, Sales, and RevOps to align BDR efforts with company goals and continuously refines outbound prospecting processes based on team insights and results.
• Reporting and communication: Prepares regular performance reports and team updates for Revenue leadership. Communicates clearly and proactively, ensuring stakeholders are informed on pipeline health, team standouts, and risks.
• Hiring and talent management: Partners with Director of Sales and People Ops to help attract, recruit, and retain top BDR talent.
• Adaptability and initiative: Operates effectively in a fast-paced, constantly changing environment. Adjusts strategies quickly in response to business changes and models resilience for the team.

Ideal Experience

• 4+ years of experience in business development or sales, with 1+ years in a team management, training, or coaching capacity
• 18-24+ months as a top-performing BDR/SDR (consistently top-third of your team), ideally in a comparable B2B outbound motion.
• Experience creating or materially improving a core element of the outbound function, such as an outreach sequence, call framework, ramp program, or quality assurance and coaching cadence.
• A demonstrated track record of meeting or exceeding team pipeline and meetings-booked targets across multiple consecutive quarters.
• Strong analytical skills with the ability to interpret performance data and drive coaching decisions
• Experience working cross-functionally with Marketing, Sales, and RevOps
• Proficiency with sales tech stack: HubSpot, Apollo, Fathom, Trellus, SalesNav, Clay, Notion, Microsoft PowerPoint/Google Slides

Don't meet all of the qualifications? We want you to consider all of your skills and experiences - both professional and personal - that would make you successful in this role. Although some qualifications are essential, others can be attained with time. We believe diverse perspectives, upbringings, and knowledge contribute to our strong company culture and we encourage you to apply.

SMART Goals

• Revenue generation (Pipeline + SQO balance): By 12/31/2027, achieve $Xm in pipeline generated - tracked monthly in HubSpot - by managing the BDR team against both metrics simultaneously through weekly activity reviews, monthly individual coaching adjustments, and quarterly target recalibrations. Milestone: both metrics at or above pace by end of Q2.
• Individual and team development: By 12/31/2027, establish a baseline measurement for each BDR and for the team overall across core outbound competencies and performance indicators, then demonstrate measurable quarter-over-quarter improvement through structured coaching plans, peer learning, and recurring development check-ins. Milestone: baseline measurements completed by end of Q1, individual and team development plans live by end of Q2, and progress reviewed quarterly thereafter.
• Team retention and stability: By 12/31/2027, maintain current BDR team size with 0 unplanned attrition, by proactively identifying retention risks, running monthly individual development check-ins, and replacing any departures within 4 weeks to minimize pipeline impact. Milestone: full team headcount maintained through end of Q2 and Q3.
• AI adoption and productivity (BDR team + reporting): By 12/31/2027, (a) implement at least one AI-powered tool or workflows (e.g., Gemini, Clay, etc) into the BDR team's daily workflow to reduce per-rep administrative time by 5-10 hours per week, measured by rep-reported time savings and activity data, with initial rollout complete by end of Q2; and (b) build and maintain an AI-assisted reporting template for weekly/monthly upward updates, reducing reporting prep time by 50% by end of Q1.

What we offer:

Our people mean everything to us. When you join Crafty, you're joining a team of passionate, smart, and supportive people who work incredibly hard and have a good time along the way.

We are proud to offer a compensation package that includes our Crafty healthcare plan, covering primary health, dental, and vision plans, 401k, paid time off, equipment certification courses, and parental leave. And, of course, it also includes Crafty-grade snacks, beverages, and fun events!

Lastly, this role offers a special opportunity: to have a major hand in shaping the future of a young, flourishing company. Your creativity, ambition, and work will steer the direction of our successes.

Our On Track Earnings (OTE) amount for this role is targeted at $150,000 - $185,000 (Base + Commission) per year in NYC. Final offer amounts are determined by multiple factors including cost of living based on location, candidate experience and expertise, and may vary from the amounts listed above.

Crafty provides equal employment opportunities (EEO) to all employees and applicants for employment without discriminating against race, color, religion, sex, sexual orientation, national origin, age, disability or genetics.