The RoleWe're looking for a
BDR Manager to lead and scale our West Coast based BDR team. You will take ownership of a small team of BDRs, with a clear mandate to grow and develop the team significantly. Your role is to build a high-performing, innovative, and people-oriented BDR function that drives Nebius's growth in the US market, targeting both
AI-native startups and enterprise customers, in close collaboration with the
Sales and Marketing Leadership Teams.
This position is based in the San Francisco Bay Area and operates in a hybrid work model. Candidates must be located within the Bay Area and able to work in-person as needed with the broader US leadership team.
Your responsibilities will include:Team Leadership & Scaling- Lead, mentor, and develop a team of BDRs, preparing them for rapid expansion in 2026 & 2027.
- Recruit top talent, foster a culture of continuous learning, and ensure each team member is equipped to engage with both high-growth startups and established enterprises.
- Design and implement onboarding and training programs tailored to the needs of these diverse customer segments.
Strategic Partnership with Leadership- Work hand-in-hand with the Sales and Marketing Leadership Teams to align BDR strategies with Nebius's dual focus: AI-native companies and enterprise clients.
- Collaborate closely with sales leaders to refine target account lists, qualification criteria, and pipeline development processes for both segments.
- Partner with marketing leaders to optimize lead generation, messaging, and campaign effectiveness for startups and enterprises alike.
Process Improvement & Innovation- Build and optimize scalable BDR processes, leveraging technology and data to increase efficiency, conversion rates, and pipeline quality across all customer types.
- Identify and integrate new tools and methodologies to keep the team at the forefront of sales innovation, adapted to the specific needs of startups and large organizations.
Market & Performance Ownership- Stay ahead of AI, cloud, and sales technology trends to position Nebius as a leader in the US market for both AI-native and enterprise customers.
- Represent Nebius at key industry events, conferences, and networking opportunities to build brand awareness and generate pipeline in both segments.
- Create a supportive, people-first environment where BDRs are motivated, engaged, and empowered to exceed their targets, whether engaging with a fast-moving startup or a complex enterprise.
We expect you to have:- Proven Experience:
- 3+ years as a BDR/SDR in cloud, B2B SaaS, or AI, with a strong track record in the US market and experience engaging with diverse customer profiles (startups to enterprises).
- 1+ years of management experience, with a passion for recruiting, coaching, and scaling teams in a multi-segment environment.
- Experience working closely with executive and leadership teams to drive strategic initiatives.
- Technical & Sales Acumen:
- Deep understanding of B2B sales processes, CRM systems (e.g., HubSpot, Salesforce), and sales engagement tools (e.g., Outreach, Apollo).
- Ability to articulate Nebius's value proposition to technical and business stakeholders, from founders to C-level executives.
- Soft Skills & Mindset:
- Exceptional leadership, communication, and interpersonal skills, with a focus on team development and empathy.
- Strong ability to influence and collaborate with cross-functional leaders.
- Analytical and data-driven, with a commitment to continuous improvement and innovation.
- Thrives in ambiguity and is excited by the challenge of scaling a team in a high-growth, multi-segment environment.
Key employee benefits in the US:- Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families.
- 401(k) plan: Up to 4% company match with immediate vesting.
- Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers.
- Remote work reimbursement: Up to $85/month for mobile and internet.
- Disability & life insurance: Company-paid short-term, long-term and life insurance coverage.
CompensationWe offer competitive compensation packages based on experience.
Compensation Range
$180,000-$250,000 USD
Benefits & Perks:- Competitive compensation
- Career growth and learning opportunities
- Flexibility and work-life balance
- Collaborative and innovative culture
- Opportunity to work on impactful AI projects
- International environment and talented teams
