BDR Team Manager

📋 Description

• • Lexroom Srl is at the forefront of revolutionizing the legal industry through cutting-edge AI technology. Our mission is to empower legal professionals, law firms, and corporations with an AI product designed to save significant time, dramatically boost productivity, and fundamentally redefine the possibilities within the legal domain. We aspire to become the most innovative AI company in Italy and to establish a new standard in B2B sales, creating a premier sales academy for the Italian market.
• • We are seeking a dynamic and results-oriented BDR Team Manager to lead and expand our Business Development Representative (BDR) team. This role is pivotal in building and scaling the outbound engine responsible for generating qualified pipeline for our Mid-Market and Enterprise segments. You will work in close collaboration with Account Executives (AEs), Marketing, and Partnerships teams to secure strategic accounts and drive revenue growth.
• • As the BDR Team Manager, you will be directly accountable for pipeline creation within your assigned segment. This includes achieving targets for meetings held, Sales Qualified Leads (SQLs), qualified pipeline value in Euros, coverage metrics, and conversion rates. Your leadership will be instrumental in ensuring the team consistently meets and exceeds these critical objectives.
• • A core aspect of your role will be to lead, coach, and develop the BDRs. This involves conducting regular weekly one-on-one meetings, providing in-depth call coaching, offering deal and account-specific guidance, performing skill diagnostics, and implementing performance improvement plans. The focus will be on elevating the quality of interactions and outcomes, rather than solely on activity metrics.
• • You will be responsible for building and refining a repeatable outbound sales system. This encompasses defining and refining the Ideal Customer Profile (ICP), developing effective messaging frameworks, implementing multi-threading strategies for complex organizations, creating robust account plans, optimizing sequencing across email, phone, and LinkedIn, mastering objection handling, and instilling discipline in follow-up and next-step management.
• • Operational excellence is key. You will manage pipeline generation forecasting, develop and maintain performance dashboards, ensure high-quality CRM hygiene, and establish tight feedback loops with the AE team regarding lead quality and disposition. This ensures a smooth and efficient sales process from initial contact to qualified opportunity.
• • You will play a crucial role in hiring and onboarding new BDR talent. This includes actively sourcing and interviewing candidates, developing and executing a structured onboarding plan, and ensuring new hires ramp up to productivity with clearly defined milestones and support.
• • Cross-functional alignment is essential for success. You will act as a conduit for market feedback, translating insights into valuable input for product and marketing teams. You will also coordinate the execution of marketing campaigns and account-based initiatives, and ensure a seamless handoff process from BDRs to AEs.
• • A commitment to experimentation and iteration is expected. You will design and run A/B tests on messaging, target segments, communication channels, and sequence effectiveness. The ability to rapidly scale successful strategies and quickly discontinue underperforming ones will be critical for continuous improvement.
• • You will be instrumental in setting and fostering a positive team culture characterized by high standards, low ego, strong ownership, and a commitment to data-driven decision-making. This means prioritizing truth over subjective feelings, maintaining clean and accurate reporting, and avoiding practices like sandbagging or selective optimism ("happy ears").
• • This role offers a unique opportunity to shape the future of legal technology adoption by leading the charge in building a world-class outbound sales engine. You will be a key player in Lexroom's journey to become a leader in AI for the legal sector, contributing directly to our ambitious growth and innovation goals.