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CoastCoastSalt Lake City, UT

BDR Manager

Lead and coach a team of 10 BDRs generating outbound qualified opportunities for Account Executives at a B2B payments fintech. Responsibilities include performance management, process refinement, AI-native workflow implementation, reporting, and cross-functional alignment with sales, marketing, and rev-ops. Requires prior BDR experience, sales management background, and hands-on rev-ops tool proficiency.

Salary not listed
Hybrid3+ YOESales Development

About the role

Lead and Coach Your BDR Team

  • Manage, coach, and develop a team of 10 BDRs, including day-to-day pipeline reviews, call coaching, and 1:1 development plans.
  • Onboard and train new-hire cohorts using existing ramp process, coaching reps from fundamentals to independent quota-carrying performance.

Refine the Outbound Opportunity-Generation Process

  • Continuously refine end-to-end process from lead sourcing through scheduled AE meeting (cadence, channel mix, hand-off criteria).
  • Apply and sharpen existing lead-scoring and prioritization approach to sustain Fuel Card opportunity volume while increasing Corporate Card attach rate on new accounts.

Leverage Automation and AI to Scale the Team

  • Decide where technology (Salesforce, Outreach, Zoominfo, Chilipiper, Actively.ai, Unify, Claude) should automate work versus where BDR judgment adds value.
  • Champion AI-native workflows for research, sequencing, call prep, and follow-up to increase rep capacity.

Measure and Report on Team Performance

  • Build and maintain dashboards and reporting cadence tracking opportunity volume, conversion, and Fuel vs. Corporate Card mix.
  • Run regular test-and-learn motion, forming hypotheses from data and validating through structured experiments.

Partner Cross-Functionally

  • Align with peer BDR Manager and Director of Sales Development for consistent process, coaching, and reporting.
  • Work closely with AE leadership on lead quality, hand-off standards, and feedback loops.
  • Partner with marketing and sales ops on messaging, lead sources, and tooling investments.

Requirements

  • 2+ years of BDR/SDR experience, ideally in fintech, payments, B2B SaaS, or financial services.
  • 1+ years managing a sales team, with direct responsibility for coaching, performance management, and hiring.
  • AI-native mindset with experience using AI tools daily.
  • Hands-on experience with rev-ops tools such as Salesforce, Outreach, Zoominfo or comparable.
  • Strong analytical instincts for pulling metrics, spotting trends, and making operational decisions.
  • Excellent written and verbal communication.
  • Bias toward action; comfortable refining existing processes.
  • Comfortable managing through ambiguity and shifting priorities.
  • Salt Lake City based; able to be in-office 3–4 days per week.

Success Metrics (First Year)

  • Successfully onboard, ramp, and retain new-hire cohorts.
  • Maintain qualified Fuel Card opportunities while increasing % of new-account opportunities with Corporate Card.
  • Sharpen lead-scoring approach based on data.
  • Establish trusted reporting cadence for pipeline generation, conversion, and product mix.
  • Identify and run process or tooling experiments with measurable results.
  • Build performance management approach that raises team output floor and ceiling.

Compensation and Benefits

  • Competitive salary (based on experience and location).
  • Meaningful equity grant with upside potential.
  • Medical, dental, and vision insurance.
  • Flexible PTO, paid holidays, parental leave.
  • 401(k), financial wellness tools, education stipend.
  • $400 accessories allowance.
  • Free lunch every Friday.

Skills

SalesforceOutreachZoomInfoAI Toolslead scoringsales coachingPipeline Managementchilipiperactively.aiunifyClaude

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