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Salary: USD 170,000 - 200,000 / annual
Crafty elevates workplace food and beverage programs through an innovative, centralized platform. Founded in 2015, the company serves 400,000+ employees monthly across 500+ offices for major brands including DraftKings, Robinhood, and Zillow. Headquartered in Chicago with offices in New York and the Bay Area, Crafty is seeking a Manager, Business Development to lead its BDR (Business Development Representative) team.
In this role, you will own day-to-day management and coaching of Crafty's BDR team to drive national pipeline generation and contribute to new business revenue. You will manage the full BDR function—from recruiting and onboarding through training, coaching, and performance management—while partnering closely with Sales, Marketing, and RevOps to optimize outbound strategies and team effectiveness.
Key responsibilities include:
- Leading and coaching a team of 6+ BDRs to achieve cold outreach targets and performance metrics
- Developing personalized coaching plans based on call and email data; addressing performance gaps with clear expectations and accountability
- Building and continuously improving a comprehensive training program covering cold emailing, cold calling, and social prospecting
- Using data analytics to monitor individual and team performance, identify improvement opportunities, and provide structured feedback
- Collaborating cross-functionally with Marketing, Sales, and RevOps to align BDR efforts with company goals and refine outbound prospecting processes
- Preparing regular performance reports and team updates for Revenue leadership
- Partnering with the Director of Sales and People Ops to attract, recruit, and retain top BDR talent
- Operating effectively in a fast-paced environment and adjusting strategies quickly in response to business changes
Success metrics include consistent achievement of pipeline generated and SQO (Sales Qualified Opportunity) targets, a high-performing BDR team with strong retention and clear career paths, proactive data-driven leadership visibility through structured reporting, and continuous evolution of the BDR function through process and coaching improvements.
The role includes specific SMART goals through 12/31/2027: achieving $Xm in pipeline generated (tracked monthly in HubSpot), establishing baseline measurements for BDR competencies with quarter-over-quarter improvement, maintaining current team size with zero unplanned attrition, and implementing AI-powered tools to reduce per-rep administrative time by 5-10 hours per week.
Crafty offers healthcare coverage (primary health, dental, vision), 401k, paid time off, equipment certification courses, parental leave, and company snacks and beverages.
REQUIREMENTS:
- 4+ years of experience in business development or sales, with 1+ years in a team management, training, or coaching capacity
- 18–24+ months as a top-performing BDR/SDR (consistently top-third of team), ideally in comparable B2B outbound motion
- Experience creating or materially improving a core element of the outbound function (e.g., outreach sequence, call framework, ramp program, quality assurance and coaching cadence)
- Demonstrated track record of meeting or exceeding team pipeline and meetings-booked targets across multiple consecutive quarters
- Strong analytical skills with ability to interpret performance data and drive coaching decisions
- Experience working cross-functionally with Marketing, Sales, and RevOps
- Proficiency with sales tech stack: HubSpot, Apollo, Fathom, Trellus, SalesNav, Clay, Notion, Microsoft PowerPoint/Google Slides
