Business Development Onboarding & Training Specialist

About the role

Responsibilities

• 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.
• 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.
• 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.
• 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.
• 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.

Requirements

• 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.
• 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.