Head - Business Development

Job description:

Role Overview:

TopSource is looking for a BDR Manager to lead and develop a team of 12 - 15 Business Development Representatives based in our Pune office. This is a hands-on leadership role for someone who can build a high-performing, data-driven BDR function that consistently generates a strong volume of qualified opportunities across our EOR, Global Payroll, and India Payroll service lines.

You will be responsible for the day-to-day coaching, motivation, and performance management of the team, using a data-driven approach to identify what's working, replicate it, and fix what isn't. You'll need to be equally comfortable developing people through training and encouragement as you are holding them accountable to clear standards.

Role & responsibilities:

- Manage, coach, and develop a team of 12 - 15 BDRs based in Pune, acting as their day-to-day people leader.

- Build individual and team development plans that grow each BDR's skills, confidence, and career progression over time.

- Lead with a strong balance of encouragement and accountability: invest heavily in training, coaching, and motivation, while also holding team members to clear performance standards.

- Set and manage KPIs based on: the professional growth and development of team members, the number of opportunities each BDR creates, and the quality of those opportunities.

- Take a rigorous, data-driven approach to team performance and growth, using CRM and pipeline data to identify trends, coach individuals, and continuously improve conversion at each stage of the process.

- Monitor call activity, pipeline metrics, and opportunity quality in HubSpot, translating data into targeted coaching actions.

- Partner with Marketing and Sales leadership to align BDR targeting, messaging, and qualification criteria with wider demand generation strategy.

- Own recruitment, onboarding, and ramp planning for new BDRs as the team scales.

- Run regular 1:1s, call reviews, and team training sessions, using real call and pipeline data to sharpen technique.

- Report on team performance, pipeline contribution, and opportunity quality to senior leadership.

What you'll bring:

- Strong sales or BDR experience, ideally including prior experience managing or team-leading a BDR/SDR function.

- A genuine ability to coach and develop people - someone who leads primarily through training, encouragement.

- A data-driven mindset: comfortable working with CRM and pipeline data to diagnose problems, set targets, and track team and individual performance.

- A track record of hitting or exceeding opportunity creation and pipeline quality targets.

- Excellent communication and people-management skills, with the ability to motivate a large team through change and growth.

- Must be based in Pune or able to commute at least 3 days a week