Business Development Onboarding & Training Specialist ›

Role Overview We are looking for an experienced and passionate BDR Onboarding & Training Manager to lead the design, delivery, and optimization of onboarding and ongoing training programs for our Business Development Representatives (BDRs). This individual will own the end-to-end onboarding experience, mentor program, upskilling curriculum, and BDR training strategy across all stages of the funnel, products, and verticals. You’ll be responsible for ensuring BDRs ramp quickly, gain deep knowledge of our product, process, and personas, and maintain excellence through engaging and high-impact enablement.

Key Responsibilities Onboarding Program Management

• Design and execute a world-class, repeatable 2-week BDR onboarding program monthly.

• Build curriculum that covers tools (Salesforce, Gong, SalesLoft, ZoomInfo, Sales Nav, 6Sense, GTM Buddy), writing and soft skills, sales methodology, professionalism, and product knowledge.

• Facilitate live (in-person/virtual) sessions and manage asynchronous learning via GTM Buddy.

• Conduct live call coaching and provide feedback using Gong and other engagement tools.

• Set clear expectations and success metrics for all new BDRs.

Ongoing BDR Training & Enablement

• Create and deliver coaching programs to improve SQL > SAL conversion.

• Run 1:1 and group coaching, performance clinics, and targeted enablement sprints.

• Collaborate with AE Enablement to create certifications and training tailored to verticals, personas, and product lines for BDR.

• Create new cadence strategies for different practice areas or product launches.

Mentorship Program Oversight

• Develop and manage the BDR Mentor Program, including mentor selection, training, performance tracking, and weekly check-ins.

• Define and enforce program standards, ensuring mentors drive measurable impact.

Measurement & Continuous Improvement

• Track and report on ramp time, training NPS, call quality, and qualification metrics.

• Analyze performance data to iterate on onboarding and enablement content.

• Maintain high standards of program engagement, completion, and impact.

What Success Looks Like

• Reduced BDR ramp time and increased pipeline contribution within the first 90 days.

• Higher conversion rates from SQL to SAL for ramped BDRs.

• High training satisfaction scores (NPS).

• Consistently positive mentor feedback and mentee performance improvement.

• Strong cross-functional collaboration with Sales, Product, and Marketing Enablement teams.

Qualifications Must-Have Experience

• 3+ years in Sales Enablement, BDR/BDR training, or sales leadership (preferably in SaaS).

• Experience developing and facilitating training programs for inbound and outbound sales.

• Strong instructional design skills and experience with adult learning principles.

• Deep understanding of B2B SaaS sales tools (e.g., Salesforce, SalesLoft, Gong, GTM Buddy).

• Exceptional facilitation, coaching, and communication skills.

Bonus Points

• Prior experience in a quota-carrying BDR or AE role.

• Familiarity with legal tech or complex, multi-persona sales cycles.

• Experience designing certification paths and persona-based enablement strategies.

• Background in instructional design or learning & development.