BDR Manager

Where you'll leave your mark

• Hitting the number. Carry and hit the demo and pipeline number across both the SMB and the mid-market motion.
• Make the inbound engine efficient. Move the engine from volume to conversion. Lift conversion rates campaign by campaign and hold the gains, not just for a spike month.
• Build a net-new demos engine. Stand up an intent-based funnel that produces demos predictably, turn at least one intent signal into a repeatable documented playbook, and diversify pipeline beyond the top-priority campaigns so growth isn't riding on a couple of plays.
• Raise outreach quality. Improve response rates and the quality of the pitch on live calls, not just activity volume.
• Put AI to work inside the team. Automate the manual ops (lead assignment, reporting) end to end, build real-time reporting leadership can trust, and extend coverage with AI so inbound doesn't go dark on weekends.
• Build the talent engine. Turn the BDR team into a farm system for Associate AEs. The goal: a repeatable pipeline that brings BDRs in and graduates them into AAEs inside 12 months.

What You’ll Own Day to Day

• Build and lead the team. Recruit, ramp, and train BDRs across inbound and outbound. Run recurring 1:1s, live call reviews, and feedback that changes what happens on the next call.
• Run the operating rhythm. Weekly reviews against pipeline, activity, qualification, and conversion targets. Scorecards over vibes.
• Forecast honestly. Own pipeline predictability on both volume and value, so leadership can actually plan on your number.
• Own the playbook. SOPs, sequences, scripts, email pitches, and qualification criteria. Build them, keep them sharp, kill what stops working.
• Watch ramp and productivity. Time to productivity for new hires, activity levels, meeting quality, and opportunity conversion. Know where every rep is and why.
• Build the culture. Accountability, recognition, honest feedback, and a career path people can actually see. This is also what feeds the AAE bench.
• Work across functions. With content marketing on webinars, messaging, campaign follow-up, and events. With AEs and Sales on target accounts, outbound execution, and handoff quality. With RevOps on the tooling and the tech stack.

The kind of builder we're looking for -

• 3-5+ years in BDR/SDR, with at least 1-2 years managing or leading a team (or a strong senior IC ready to step up)
• You have carried and hit a pipeline number, and you can explain exactly how you did it
• You think in funnels and conversion rates, not just activity counts
• You are genuinely curious about marketing: campaigns, positioning, channels, the whole funnel
• You are AI-forward: you have already used AI to make outreach or ops faster, or you are itching to
• You write well. Punchy, plain, no fluff. We care about this a lot
• Comfortable in HubSpot and modern outbound/sequencing tooling

Nice to have

• Experience selling compliance, security, or developer/infra tooling
• Built an outbound motion or intent play from scratch before
• Comfort with data: light SQL, spreadsheets, or a BI tool