Manager, Business Development

About this role

<div class="content-intro"><p><strong>Ready to accelerate your career?</strong></p> <p>Cardata is where driven people make an outsized impact. We’re a small but mighty team transforming how businesses manage vehicle reimbursement — replacing outdated programs with smart, automated solutions.</p> <p>Our vision is bold: to provide the most comprehensive, intelligent, and automated software and services for creating ideal vehicle programs. And we’re building toward that vision every single day.</p> <p>Join us and you’ll find challenge, growth, and the chance to deliver real impact — helping hundreds of companies and thousands of drivers across North America focus on the work that matters most to them.</p></div><p>As the Manager, Business Development will lead a team of Business Development Representatives (BDRs) to generate qualified leads and build a strong sales pipeline. This role is crucial in driving the overall success of our sales efforts by developing strategies, coaching team members, and aligning closely with marketing and sales goals.</p> <p>The ideal candidate is both a strong people leader and a modern operator — someone who can leverage data, technology, AI tools, and process improvements to increase the effectiveness and productivity of the BDR function while maintaining a high-performing, human-centered sales culture. We are searching for someone who is excited about using emerging technologies to augment the human side of outbound sales and relationship-building.</p> <p><strong>What you will do:</strong></p> <ul> <li>Lead, manage, and mentor a team of BDRs to exceed lead generation and sales targets.</li> <li>Develop and execute outbound sales and marketing strategies to generate high-quality leads.</li> <li>Partner closely with Marketing to support campaign execution, lead follow-up, event outreach, content promotion, and demand generation initiatives.</li> <li>Collaborate cross-functionally with Marketing, Sales, and Revenue Operations to ensure alignment on target markets, messaging, lead quality, reporting, and pipeline goals.</li> <li>Establish and track team KPIs, providing feedback and coaching to improve performance.</li> <li>Conduct performance reviews, provide training, and create development plans for team members.</li> <li>Manage HubSpot CRM to ensure effective lead tracking, follow-ups, and reporting.</li> <li>Analyze sales, campaign, and performance data to identify trends and opportunities for improvement.</li> <li>Continuously improve outbound prospecting methods (email, phone, social outreach) and optimize workflows.</li> <li>Leverage AI tools, automation platforms, and modern sales technologies to improve prospecting efficiency, personalization, research, reporting, and overall BDR productivity.</li> <li>Evaluate, test, and implement new tools and workflows that help scale outbound efforts while improving the quality and relevance of human interactions.</li> <li>Use data and technology to help the BDR team prioritize accounts, identify buying signals, personalize outreach, and improve conversion rates.</li> <li>Stay informed on industry trends, emerging technologies, and best practices in sales development to keep the team competitive.</li> <li>Contribute to overall company growth by identifying opportunities for scaling the business development function.</li> </ul> <p><strong>What you bring:</strong></p> <ul> <li>3+ years of experience leading BDR teams in a similar business development or sales leadership role.</li> <li>Strong understanding of the sales development process, including lead generation and qualification.</li> <li>Excellent leadership, coaching, and team-building skills with a focus on fostering high performance.</li> <li>Strategic thinker with the ability to execute operationally to meet business goals.</li> <li>Strong communication and interpersonal skills.</li> <li>Proficiency with HubSpot CRM and modern sales engagement tools.</li> <li>Experience leveraging data, automation, AI tools, or workflow technologies to improve outbound sales performance and team productivity.</li> <li>Familiarity with AI-assisted prospecting, sales automation, sequencing tools, enrichment platforms, or workflow optimization tools is considered a strong asset.</li> <li>Data-driven mindset with experience analyzing metrics and making informed decisions.</li> <li>Comfortable evaluating and implementing new technologies and processes to scale sales development efforts.</li> <li>Motivated, results-oriented attitude with a passion for driving team success.</li> </ul> <div> <p><strong>Compensation:</strong></p> <p>In line with the Pay Transparency legislation, the expected base compensation for this role is $100,000–$120,000 USD annually. In addition, this role is eligible for target variable incentives of $10,000–$30,000 USD, with actual earnings dependent on experience, skills, and performance.This is a <strong data-start="1625" data-end="1644">vacant position</strong>, and we are hiring with intention and seeking someone who will bring new perspective, contribute meaningfully to the team, and grow with the organization.</p> </div> <p> </p><div class="content-conclusion"><p><strong>Why you’ll love working at Cardata:</strong></p> <p>We’ll be honest — Cardata isn’t for everyone. If you thrive in a fast-paced environment, take extreme ownership,…