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About the Role

As the Business Development Manager (Outbound), you will lead, coach, and inspire a team of Outbound Business Development Representatives (BDRs) focused on breaking into new enterprise accounts and expanding our footprint within the hybrid IT landscape. You will be responsible for transforming ambitious hunters into strategic advisors who can navigate technical conversations with IT Operations, DevOps, and Database professionals.

Responsibilities

Recruit, onboard, and manage a team of 8–12 Outbound BDRs.
Conduct weekly 1-on-1s and live call "shadowing" to provide actionable feedback on pitch delivery, objection handling, and technical discovery.
Design and execute multi-channel outbound "plays" (phone, email, social, and Vidyard) using tools like Salesforce, Outreach.io, and 6sense to target high-intent accounts.
Monitor and optimize key performance indicators (KPIs), including outbound activity volume, connect rates, Sales Qualified Leads (SQLs), and pipeline contribution.
Partner closely with Marketing to align on Account-Based Marketing (ABM) campaigns.
Partner with Sales Leadership to ensure a seamless "hand-off" of qualified opportunities to Account Executives.
Mentor BDRs to develop foundational skills necessary to graduate into elevated sales roles within 12–18 months.

Requirements

3+ years of experience in a quota-carrying sales role (SDR/BDR or AE).
1+ years in a leadership or team lead capacity within the SaaS/Software space.
Proven track record of exceeding outbound targets.
Deep understanding of how to break into "cold" enterprise accounts.
Ability to translate complex IT concepts (Observability, Database Performance, ITSM) into simple, value-based conversations.
Proficiency in Salesforce reporting and dashboard creation to track team velocity and identify pipeline bottlenecks.
Embody C.A.R.E. values—Collaborative, Accountable, Ready, and Empathetic.

Skills

Team Leadership
Coaching
Strategic Prospecting
Multi-channel outbound plays (phone, email, social, Vidyard)
Salesforce
Outreach.io
6sense
Operational Excellence
KPI monitoring and optimization
Collaborative Strategy
Account-Based Marketing (ABM)
Salesforce reporting
Dashboard creation
Talent Pipeline development

Experience Level

3+ years of sales experience
1+ years in a leadership capacity

About the Company

SolarWinds is a people-first company.
Our purpose is to enrich the lives of the people we serve—including our employees, customers, shareholders, partners, and communities.
We help customers accelerate business transformation with simple, powerful, and secure solutions.
We hire based on attitude, competency, and commitment.
Solarians are ready to advance our world-class solutions in a fast-paced environment and accept the challenge to lead with purpose.
We are looking for individuals who believe they can accomplish more as a team and create lasting growth for themselves and others.

Equal Opportunity

SolarWinds is an Equal Employment Opportunity Employer.
SolarWinds will consider all qualified applicants for employment without regard to race, color, religion, sex, age, national origin, sexual orientation, gender identity, marital status, disability, veteran status or any other characteristic protected by law.
All applications are treated in accordance with the SolarWinds Privacy Notice: https://www.solarwinds.com/applicant-privacy-notice