Business Development Manager

About the role

Motive empowers the people who run physical operations with tools to make their work safer, more productive, and more profitable. For the first time ever, safety, operations and finance teams can manage their drivers, vehicles, equipment, and fleet related spend in a single system. Combined with industry leading AI, the Motive platform gives you complete visibility and control, and significantly reduces manual workloads by automating and simplifying tasks. Motive serves nearly 100,000 customers - from Fortune 500 enterprises to small businesses - across a wide range of industries, including transportation and logistics, construction, energy, field service, manufacturing, agriculture, food and beverage, retail, and the public sector. Visit gomotive.com to learn more. Motive is on a mission to modernize the trucking industry. With the leading fleet management platform, we are bringing trucks online and fundamentally changing the way freight is moved on our roads. We see our hard work rewarded in tangible ways every day and we believe that intelligence is most powerful when paired with humility. We're motivated by the opportunity to impact and improve every facet of a trillion-dollar industry that touches everyone's lives. Motive is proud to be a Forbes Cloud 100 company and a 2020 Career-Launching Company by Wealthfront. Motive's BDR Manager role is designed to lead, scale, and coach a Business Development Representative (BDR) team responsible for two core functions: Account and Data Enrichment: Rigorous validation and enrichment of account/contact data, supporting sales effectiveness and pipeline quality. Quality Assurance (QA): Ensuring calls, data processes, and workflow standards are adhered to, including audit coverage for SDR teams in the SMB and Mid-Market (MM) segments. This high-impact position reports to the Regional Director, Sales Development, and serves SMB and upmarket segments in Pakistan and other emerging Motive locations.

Responsibilities

• Team Leadership & Development
• Directly manage a hybrid team (Enrichment and QA BDRs), ensuring each function delivers targeted outcomes.
• Hire, train, and ramp new BDRs, including managing the onboarding program and ensuring high ramp velocity for new team members.
• Create career pathways, develop coaching plans, and support performance reviews for team members (e.g., progress from BDR to SDR roles).
• Reinforce a high-performance team culture-maintain accountability, promote collaboration, and oversee event/engagement budgets for morale and development.
• Enrichment Program Management
• Oversee all enrichment operations: manage data scrubbing, account validation, contact/fleet verification, and ensuring completeness/quality of account data before routing to sales.
• Work with team to process batch account assignments and set/monitor daily enrichment targets.
• Drive continuous improvement by analyzing qualitative and quantitative outcomes (e.g., enrichment rates, sales interest surfaced, contact creation rates, CFS validation).
• Identify and troubleshoot data quality challenges, collaborate with Sales Ops and cross-functional teams to resolve blockers (e.g., gatekeeper issues, invalid data, duplicates).
• Quality Assurance (QA) Operations
• Supervise QA BDRs as they audit SDR calls and workflows for SMB, PK MM, and periodic ad-hoc projects from other segments (including Enterprise).
• Collaborate with leadership to refine and roll out QA rubrics, dashboards, and feedback cycles, ensuring performance standards are met.
• Oversee QA process discipline: ensure timely, accurate completion of required QA forms, call audit quotas, and related onboarding training.
• KPI Management & Reporting
• Establish and manage metrics for both enrichment (e.g., number of accounts enriched per day, contact data accuracy rate) and QA (e.g., calls audited, forms completed, coaching implemented).
• Prepare and deliver periodic performance reports, workflow updates, and business reviews for leadership-be able to synthesize data and qualitative insights for bi-weekly or monthly updates.
• Analyze batch/project results (e.g., enrichment percent, account viability, sales interest surfaced, quality of call audits) and recommend changes to process or resource allocation.
• Cross-Functional Alignment & Collaboration
• Partner closely with Sales Ops, Marketing Ops, and other front-line managers to ensure seamless assignment and handoff of enriched accounts to SDRs/other sales teams.
• Coordinate enablement efforts-including onboarding materials and playbooks for enrichment and QA-and work with internal trainers and QA/rubric owners.
• Communicate progress, wins, bottlenecks, and team impact in Slack/email channels and periodic business reviews.

Requirements

• Bachelor's degree or equivalent experience in business, data/sales operations, or a related field.
• Proven experience leading SDR/BDR/QA teams, or relevant coordination/management roles.
• Deep familiarity with

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