The RoleWe're hiring a
Pipeline Development Manager to own the engine that feeds our sales team. Today we have one excellent BDR. Your job is to turn that into a high-functioning team and make pipeline development one of the most dependable parts of our revenue operation.
You'll own the BDR function outright: hiring, coaching, playbooks, metrics, and comp. You'll also work across Marketing, Sales, Partnerships, and RevOps to design the plays that generate pipeline, whatever channel they come from. You've done this before. You know what a great BDR team looks like at 3 reps and at 15, and you know what has to be true at each stage.
This is a builder role. Some days you'll be in a spreadsheet designing territory coverage. Some days you'll be on the phone next to your reps showing them how it's done. Reporting to our CRO.
About You- 6+ years in B2B SaaS sales, with 3+ years leading SDR/BDR teams
- You've built or scaled a BDR team at an early or growth-stage company, ideally selling into enterprise buyers
- You've hired well. You can spot a great BDR in a 30-minute conversation and you know how to ramp them fast.
- You coach by doing. Your reps get better because you listen to their calls, run the roleplays, and give specific feedback.
- You run the team on data: activity, conversion, pipeline quality, and what's actually converting to revenue
- You use AI and modern tooling to make the team more productive and more personalized, without losing the human judgment that makes outbound work
- You think in plays, not just activity. You can design a campaign with Marketing, a closed-lost motion with the AEs, and a co-sell play with Partnerships.
- Comfortable with ambiguity and a small team today. You'll build the structure as you go.
Bonus Points- Experience designing BDR comp plans and territory or account coverage models
- Hands-on with Clay, HubSpot, LinkedIn Sales Navigator, and sequencing tools
- Experience selling into GTM, L&D, or HR leaders
- Based in Seattle or open to relocating. In office Monday/Tuesday/Thursday
Responsibilities- Lead, coach, and grow the BDR team, starting with one strong rep and building from there
- Own the hiring plan for the function: profile, interview process, onboarding, and ramp
- Build the BDR playbook: target accounts, personas, messaging, sequences, call frameworks, and objection handling
- Set and run the operating cadence: daily activity, weekly pipeline reviews, monthly performance against goal
- Own inbound lead response: speed, triage, prioritization, and clean routing to the right AE
- Partner with Marketing on campaigns and feed field insight back into how we message, position, and target
- Partner with AEs and Partnerships on outbound plays, closed-lost re-engagement, and account coverage
- Partner with RevOps on reporting, stage definitions, HubSpot hygiene, and the BDR comp plan
- Use Yoodli to train your team on cold calls, objection handling, and discovery before they hit the phones
What Success Looks Like- First 90 days: You've assessed the current motion, built the first version of the playbook, set clear metrics, and opened your first hires.
- First 6 months: A ramped team hitting consistent monthly pipeline goals, with an inbound response process the AEs trust.
- First year: Pipeline development is a predictable, measurable contributor to new business, and the team is a talent pipeline for future AEs.
Why Yoodli- Build a function from the ground up with the backing to do it right
- Sell a product that actually makes people better at something hard
- Work directly with a senior GTM team that's built and scaled sales orgs before
- Competitive compensation and meaningful equity
OTE: $130,000-150,000 (base + variable) - Full benefits: healthcare, dental, vision, 401k, flexible PTO
- In-person, hybrid team with free lunches and good vibes
- Learn more about our team values and culture
