Business Development Manager

Business Development Manager (Outbound Lead Generation)

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Role Summary

multi-channel outbound

What You’ll Do

1) Outbound Lead Generation

• Own a weekly

  prospect list

  (ICPs: CIO, IT Director, Head of Infrastructure, CISO, IT Manager, Procurement; for staffing: TA/HR Leads, Delivery Managers).
• Use

  Apollo

  (plus LinkedIn/Sales Navigator, company sites, events) to source contacts, verify emails, and enrich data.
• Craft

  personalized outreach

  aligned to each service line (DWP, Managed IT, Cybersecurity, Staffing) and buyer pain points (uptime, cost, compliance, skills gaps).

2) Campaign Execution & Cadence

• Run structured multi-step cadences across

  phone, email, and LinkedIn

  with clear hypotheses and A/B tests.
• Maintain

  daily activity targets

  (see KPIs) and adjust sequences based on reply and meeting rates.
• Leverage

  trigger events

  (funding, leadership changes, hiring spikes, tech stack changes, compliance deadlines) to time outreach.

3) Qualification & Handoff

• Qualify using

  BANT/CHAMP

  (business pain, authority, need, timing/budget).
• Book discovery meetings for Account Executives or Practice Leads; provide

  context packs

  (notes, call recordings, stakeholder map, pain summary).
• Log all interactions cleanly in CRM; create opportunities with accurate stage/next steps.

4) CRM, Reporting & Hygiene

• Keep 100%

  data cleanliness

  : contacts, accounts, activities, dispositions, and meeting notes.
• Produce weekly reports: activity, meetings booked,

  SQLs

  , pipeline created, conversion funnel, and insights.

5) Market Intelligence & Messaging

• Track competitor moves, pricing, and common objections.
• Collaborate with Marketing on

  micro-segments

  (industry, region, company size) and provide message feedback; contribute short case-study blurbs.

6) Compliance & Etiquette

• Follow

  GDPR/PECR/CAN-SPAM

  best practices, regional do-not-call lists, and LinkedIn outreach etiquette.
• Use opt-out language and manage suppression lists.

Key Performance Indicators (KPIs)

Weekly activity (guideline):

• 150–200

  dials

• 150–200

  emails

  (multi-step sequences; 15–25% personalization)
• 50–80

  LinkedIn

  touchpoints (connects, messages, comments)
• 8–12

  first meetings booked

  (Accepted/Completed)

Monthly outcomes:

• 8–15 SQLs

  (sales-qualified meetings)

• $200k–$500k

  qualified pipeline created (services & staffing), depending on segment

• Meeting acceptance rate ≥ 70%

  ;

  No-show rate ≤ 15%

• Reply rate ≥ 8–12%

  across sequences;

  Call connect rate ≥ 5–8%

(Targets may flex by region and service line.)

What You’ll Bring

Must-haves

• 3–6 years in

  SDR/BDR/Business Development

  for IT services/MSP, cybersecurity, or staffing.
• Proven success booking meetings with

  mid-market/enterprise

  buyers globally.
• Hands-on with

  Apollo

  ,

  LinkedIn Sales Navigator

  , and a modern

  CRM

  (HubSpot/Salesforce).
• Excellent cold-calling, copywriting, and objection-handling skills.
• Understanding of

  Managed IT

  (MSP/SLA, NOC/SOC),

  DWP/EUC

  (Intune/MDM, endpoint mgmt, collaboration suites),

  Cybersecurity

  (SOC/MDR, SIEM, ISO 27001/NIST basics).
• Willingness to work

  shifted hours

  for EMEA/US outreach blocks.

Nice-to-haves

• Experience selling

  staff augmentation

  / contract staffing (rate cards, MSA/SOW basics).
• Familiarity with

  email deliverability

  (domain warm-up, DKIM/SPF, list hygiene).
• Exposure to

  Outreach/Reply/Woodpecker

  or similar sequencers;

  Loom

  for video prospecting.

Tools You’ll Use

• Prospecting:

  Apollo, LinkedIn Sales Navigator, company websites, events lists

• Engagement:

  Apollo sequences, email, dialer, LinkedIn

• Enablement:

  Case studies, one-pagers, ROI calculators, Loom

• Ops:

  CRM (HubSpot/Salesforce), Calendly/booking links, dashboards

30-60-90 Day Plan

Days 1–30 (Ramp)

• Master ICPs and value props by service line; memorize top 10 objections & rebuttals.
• Build

  2–3 core sequences

  per service line; assemble first

  800–1,200

  enriched contacts.
• Shadow calls; start calling by week 2; book

  6+ meetings

  in month 1.

Days 31–60 (Productive)

• Establish

  repeatable cadence

  and A/B tests (subject lines, first lines, CTAs).
• Deliver

  12–20 SQLs

  and $300k+ pipeline created.
• Present a competitive intel brief and a “what’s working” playbook update.

Days 61–90 (Own the Motion)

• Hit steady-state KPIs; propose

  micro-segment

  campaigns (e.g., UK mid-market finance, US healthcare).
• Mentor junior reps; pilot

  video + gifting

  or event-follow-up campaigns.

#tecsight #itservices