BDR Manager

Accountabilities

• Build the BDR playbook from the ground up, including target personas, segmentation, sequences, cadences, qualification criteria, and documented processes that enable new hires to ramp quickly.
• Define clear qualification and handoff standards so Sales has consistent expectations around opportunity quality, acceptance, and follow-through.
• Own the team's pipeline target, translating AE coverage requirements into activity, volume, quality, and conversion goals for individual BDRs.
• Monitor activity levels, connection rates, meetings booked, and downstream conversion metrics, using leading indicators to identify issues and improve performance.
• Produce weekly pipeline reporting by source, stage, and representative, providing clear analysis and recommendations rather than simply reporting numbers.
• Establish strong data and operating standards, including stage definitions, CRM hygiene, naming conventions, dashboards, and reporting processes.
• Run the team's operating cadence through daily huddles, data-driven one-on-ones, and monthly business reviews.
• Hire, onboard, coach, and develop 3–6 BDRs, providing direct and actionable feedback while modeling effective outbound behavior.
• Own adoption and enablement across Salesforce, sales engagement tools, LinkedIn Sales Navigator, Gong, Common Room, ZoomInfo, and related technologies.
• Use AI to improve research, personalization, prospecting, and list-building while evaluating where automation adds value and where human judgment remains essential.
• Partner with Sales to improve lead quality and handoffs, and collaborate with Marketing on outbound and account-based marketing campaigns.
• Continuously test, measure, document, and refine the BDR motion to improve pipeline quality, efficiency, and scalability.

Requirements

• 3+ years of outbound BDR or SDR experience within B2B SaaS, combined with at least 2 years of experience leading and developing a sales development team.
• Strong operational mindset with the ability to design systems, document processes, enforce standards, and use structured workflows to support effective coaching.
• Proven builder mentality and comfort creating a function, process, or playbook where limited infrastructure exists.
• Hands-on experience with Salesforce reporting and forecasting, sales engagement platforms, Gong, Common Room, ZoomInfo, LinkedIn Sales Navigator, or comparable sales technology.
• Experience experimenting with AI in inbound or outbound sales workflows, including prospect research, personalization, list building, or process automation.
• Strong analytical and data-driven decision-making skills, with the ability to identify trends, explain their implications, and translate insights into action.
• Demonstrated ability to recruit, coach, motivate, and develop BDR talent, with a genuine passion for helping representatives improve.
• Strong ownership, accountability, resourcefulness, and willingness to lead from the front in a fast-moving environment.
• Excellent communication and collaboration skills, with the ability to work effectively across Sales, Marketing, and leadership teams.
• A continuous-learning mindset, with a habit of testing new approaches, learning from peers and results, and iterating the team's strategy accordingly.
• Must be based in the United States and authorized to work in the United States at the time of hire; visa sponsorship or assistance is not available.

Benefits

• Remote, full-time position based in the United States.
• OTE of $160,000–$175,000.
• Competitive compensation with incentives tied to pipeline and team attainment.
• Significant ownership and autonomy to build and shape the BDR function.
• Leadership support for operational rigor, tooling, and scalable sales processes.
• Opportunities for career growth as the revenue organization expands.
• Health, dental, and vision insurance.
• 401(k) plan.
• Paid time off.
• Life insurance.
• Disability insurance.
• Additional employee benefits and programs.