Manager, BDR (Business Development Representative) Enablement & Excellence, Global, Mastercard Services

Our Purpose
Mastercard powers economies and empowers people in 200+ countries and territories worldwide. Together with our customers, we're helping build a sustainable economy where everyone can prosper. We support a wide range of digital payments choices, making transactions secure, simple, smart and accessible. Our technology and innovation, partnerships and networks combine to deliver a unique set of products and services that help people, businesses and governments realize their greatest potential.
Title and Summary
Manager, BDR (Business Development Representative) Enablement & Excellence, Global, Mastercard Services
Job Summary: We're looking for a hands-on BDR Enablement Manager to build and own the enablement function for our Services B2B Business Development team - from the ground up. This is a high-impact, highly visible role for someone who has lived the BDR experience firsthand and is ready to channel that expertise into programs that drive real pipeline results.
You'll be the first dedicated enablement hire on this team, reporting directly to the Global team lead, which means you'll have the opportunity - and the mandate - to design the systems, training, and infrastructure that help our BDRs ramp faster, prospect smarter, and convert more consistently. This individual will need to be a self-driven problem-solver and dot-connector as this role will operate in a complex business environment where many processes may be sub-optimal or undefined. If you've been a high-performing BDR or BDR Manager and are looking for a role where you can scale your impact beyond your own quota, this is it.
Key Responsibilities:
Build and Maintain Training & Best Practice Documentation • Build and maintain core documentation on team processes and tools, consistently updating with latest information and socializing with team• Develop and deliver ongoing enablement sessions covering outreach strategy, messaging frameworks, prospecting best practices, and core tooling, staying up-to-date on the latest tool features, prospecting tactics, and challenges/painpoints to inform that training• Collaborate closely with other Marketing functions (e.g., Product Marketing, Field Marketing, Integrated Campaign Sales Leadership and Marketing to establish playbooks on collaboration (e.g., event support) and ensure team is utilizing marketing content/campaigns in their outreach
Onboarding & Ramp Acceleration• Design a structured, repeatable onboarding journey for new BDRs - covering tools, workflows, messaging, and expectations• Create milestone-based learning paths with knowledge checks, guided exercises, video walkthroughs, and onboarding checklists• Partner with BDR leadership to track ramp progress and ensure a consistent new hire experience
Tooling Optimization• Audit current tool adoption and usage across the team to identify gaps, friction points, and training opportunities• Drive adoption and best-practice usage of ZoomInfo/Lusha, LinkedIn Sales Navigator, Outreach.io, and Salesforce• Roll out new platform features and capabilities through targeted training and team communications and collaboration with internal tool owners
Data-Driven Insights & Performance Analytics• Analyze performance across sequences, templates, channels, personas, and individual BDRs to surface what's working and what isn't• Establish a regular insights cadence (weekly/monthly) that highlights winning tactics, underperforming areas, and recommended experiments• Build dashboards and reporting mechanisms that give BDRs and managers clear visibility into outreach effectiveness and pipeline contribution
Learnings Library & Knowledge Sharing• Create and maintain a BDR Learnings Library featuring top-performing sequences, email templates, call frameworks, personalization examples, and competitive messaging to scale winning tactics globally • Capture learnings from A/B tests, team experiments, and market feedback to continuously refine best practices• Foster a culture of shared excellence through team spotlights, collaborative forums, and recurring knowledge-sharing communications
Qualifications:• 4+ years of experience in a BDR/SDR, or outbound sales role - you've carried a quota and know what great prospecting looks like from the inside • Prior experience in enablement, sales training, BDR management, or a similar coaching/operational role is a strong plus • Hands-on experience with our core stack: Outreach.io, LinkedIn Sales Navigator, ZoomInfo and/or Lusha, and Salesforce • Strong analytical mindset - comfortable pulling, interpreting, and acting on outreach performance data • Excellent written and verbal communication skills, with an ability to translate complex processes into clear, actionable resources • Self-starter who thrives in ambiguous, build-from-scratch environments • Collaborative by nature, with the ability to influence cross-functionally across BDR, Sales, Marketing, and Sales/Marketing Operations• Ability to Navigate Complexity: Success in the role requires the ability to understand and navigate Mastercard's complex organizational structure.• Strategic thinking with the ability to develop and execute plans that align with business objectives.• Strong analytical skills to assess performance metrics and make data-driven decisions.• Adaptability to changing business needs and priorities.• Strong collaboration skills to work effectively with cross-functional teams.
Mastercard is a merit-based, inclusive, equal opportunity employer that considers applicants without regard to gender, gender identity, sexual orientation, race, ethnicity, disabled or veteran status, or any other characteristic protected by law. We hire the most qualified candidate for the role. In the US or Canada, if you require accommodations or assistance to complete the online application process or during the recruitment process, please contact [email protected] and identify the type of accommodation or assistance you are requesting. Do not include any medical or health information in this email. The Reasonable Accommodations team will respond to your email promptly.
Corporate Security Responsibility
All activities involving access to Mastercard assets, information, and networks comes with an inherent risk to the organization and, therefore, it is expected that every person working for, or on behalf of, Mastercard is responsible for information security and must:

• Abide by Mastercard's security policies and practices;
• Ensure the confidentiality and integrity of the information being accessed;
• Report any suspected information security violation or breach, and
• Complete all periodic mandatory security trainings in accordance with Mastercard's guidelines.

In line with Mastercard's total compensation philosophy and assuming that the job will be performed in the US, the successful candidate will be offered a competitive base salary and may be eligible for an annual bonus or commissions depending on the role. The base salary offered may vary depending on multiple factors, including but not limited to location, job-related knowledge, skills, and experience. Mastercard benefits for full time (and certain part time) employees generally include: insurance (including medical, prescription drug, dental, vision, disability, life insurance); flexible spending account and health savings account; paid leaves (including 16 weeks of new parent leave and up to 20 days of bereavement leave); 80 hours of Paid Sick and Safe Time, 25 days of vacation time and 5 personal days, pro-rated based on date of hire; 10 annual paid U.S. observed holidays; 401k with a best-in-class company match; deferred compensation for eligible roles; fitness reimbursement or on-site fitness facilities; eligibility for tuition reimbursement; and many more. Mastercard benefits for interns generally include: 56 hours of Paid Sick and Safe Time; jury duty leave; and on-site fitness facilities in some locations.
Pay Ranges
Seattle, Washington: $135,000 - $222,000 USD