# BDR Manager

**Company:** [Coast](https://hotfix.jobs/companies/coast)
**Location:** Salt Lake City, UT
**Role:** Sales Development
**Experience:** 3+ years
**Skills:** Salesforce, Outreach, ZoomInfo, AI Tools, lead scoring, sales coaching, Pipeline Management, chilipiper, actively.ai, unify, Claude
**Posted:** 2026-07-23

> 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.

## Job Description

## 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.

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