BDR Manager

Responsibilities

• Own the outsourced BDR program end to end, including vendor governance, staffing, onboarding, operating cadence, service-level expectations, escalation paths, and quarterly business reviews.
• Translate the ideal customer profile, product priorities, account tiers, and market signals into territories, target lists, personas, and outbound plays.
• Build messaging, call guides, objection handling, qualification criteria, competitive context, and launch enablement with Product Marketing, Demand Generation, and Sales.
• Review calls, emails, and account research; coach agency managers and representatives; certify readiness; and address performance or quality gaps.
• Define handoff standards with Account Executives, including routing, meeting context, acceptance criteria, follow-up SLAs, and closed-loop disposition.
• Forecast and report on held meetings, accepted opportunities, conversion rates, sourced pipeline, pipeline velocity, cost per outcome, rep productivity, and ramp time.
• Test segments, signals, channels, offers, sequences, and messaging; scale successful plays and stop weak ones.
• Maintain accurate activity, contact, account, and opportunity attribution data and ensure compliance with outreach and data-use policies.
• Turn frontline objections and account insights into feedback for Sales, Marketing, Product, and Partnerships.

Requirements

• 5+ years of experience in B2B SaaS or technology sales development, including at least 2 years leading BDR or SDR teams or programs.
• Experience managing an outsourced, contracted, or distributed BDR team and holding a vendor accountable to business outcomes.
• Track record of building outbound motions that produce qualified opportunities and pipeline.
• Strong coaching skills, including call review, written outreach quality assurance, performance diagnosis, and representative development.
• Fluency with CRM, sequencing, enrichment, intent, and reporting workflows; experience with Salesforce, HubSpot, or equivalent systems.
• Strong analytical judgment across conversion, capacity, cost, and pipeline metrics.
• Ability to learn a technical platform and enable representatives to speak credibly with developers, engineering leaders, and AI infrastructure buyers.
• Clear cross-functional communication and comfort operating in a fast-moving, ambiguous environment.
• Successful completion of a background check.

Nice-to-haves

• Experience in cloud infrastructure, developer tools, AI/ML platforms, or another technical product-led business.
• Experience connecting self-serve product signals, ABM, events, or partner signals to outbound plays.
• Experience managing global vendors, multiple regions, or hybrid in-house and outsourced sales development models.
• Experience with vendor selection, statements of work, budget management, or renewal decisions.
• Builder mindset, including improving workflows with automation and AI-assisted tools.

Compensation & Benefits

• Base pay range: $115,000–$175,000 USD; the range may cover several career levels and will be narrowed based on experience, qualifications, and location.
• Meaningful equity through stock options.
• Medical, dental, and vision plans, with 100% employee coverage and partial dependent coverage.
• Flexible paid time off.
• Remote-first work environment.
• $1,200 home office and equipment stipend.