Location:
Charlotte, NC
Industry:
Technology
Position Title:
Business Development Representative Manager
Client Testimonial
“Carlee is such a delight. She understands sales teams and how different personalities fit together. I trust her implicitly.”
Challenge:
A growing SaaS company needed to rebuild its business development function after an earlier attempt to rely much more heavily on AI and automation.
The company had reduced its BDR team with the expectation that automated prospecting could generate enough qualified activity to support its Account Executives. The results were disappointing. Outreach volume increased, while the quality of conversations and opportunities declined.
The new model called for a team of BDRs supporting five to six Account Executives. Research and technology would still play an important role, while people would remain responsible for understanding target accounts, personalizing outreach, making phone calls, and creating real conversations with prospects.
The first hire needed to be the leader who could build that team.
Solution:
We focused the search on BDR leaders who understood modern outbound prospecting and had experience building structured, repeatable teams.
Interviews focused on how candidates would organize support for the Account Executive team, coach BDRs on account research and phone prospecting, measure performance, and determine where automation improved the process.
We also spent time understanding how each candidate would build the team itself, including hiring profiles, onboarding, coaching, activity expectations, and the relationship between BDRs and Account Executives.
Outcome
- ▸ We interviewed 18 BDR leaders and presented seven candidates.
- ▸ The client narrowed the group to three finalists, each of whom completed a final presentation outlining how they would structure the team, support the Account Executives, and approach outbound pipeline generation.
- ▸ The company selected one of the three and made the hire.
