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.