About the roleWe are building our Sales Development function from the ground up. This role is not inheriting a mature team, scripts, or process you will design, hire, launch, and lead a BDR team that becomes the primary engine for new pipeline creation.
If you thrive in ambiguity, enjoy building teams from zero, and hold yourself and others to a high bar, this role is for you. If you're looking for a "keep the lights on" management role, it's not.
What you'll doPhase 1: Build- Design the BDR operating model from scratch: roles, responsibilities, daily rhythms, KPIs, and handoff standards.
- Hire and onboard 4-6 BDRs, setting a high talent bar and running a disciplined interview and ramp process.
- Build core outbound and inbound plays (email, phone, LinkedIn, video) aligned to defined ICPs and use cases.
- Establish inbound response SLAs, outbound sequencing standards, and qualification criteria.
- Partner with Sales, Marketing, and RevOps to align messaging, targeting, and reporting.
Phase 2: Lead- Coach BDRs daily through call reviews, transcript reviews, role plays, and 1:1s.
- Own team performance against meetings set, qualified opportunities created, and pipeline dollars generated.
- Enforce process discipline in CRM and qualification to ensure clean handoffs and high show rates.
- Run weekly team meetings, pipeline reviews, and monthly performance reviews.
- Identify what's working and what's not, and change it fast.
- Develop BDRs for promotion into closing or senior roles.
What success looks like (first 6-12 months)- A fully hired, ramped team of 4-6 productive BDRs.
- Consistent pipeline coverage for the AE team (not vanity meetings).
- Strong inbound speed-to-lead and improved inbound conversion.
- Clear activity 12 meeting 12 opportunity conversion metrics.
- A team that is well-coached, accountable, and improving month over month.
What we're looking for- 3-6+ years in B2B sales or sales development, including prior experience managing BDRs or SDRs.
- Demonstrated success building or scaling a sales development team not just inheriting one.
- Strong working knowledge of outbound prospecting, inbound qualification, and pipeline math.
- Hands-on coach who knows how to improve calls, emails, and meetings not just read dashboards.
- Comfortable operating in an in-person environment with daily team interaction.
- Data-driven, process-oriented, and direct you address problems early and clearly.
Tools & Environment- CRM: HubSpot
- Conversation intelligence: Gong
- Data & prospecting: ZoomInfo
- High accountability, in-person sales culture
Compensation- Competitive base salary + commission/bonus average of 20% of base salary
- Incentives aligned to team pipeline creation and quality, not just activity volume
This role is NOT- A remote or hybrid management role
- A purely strategic or "hands-off" position
- A closing role in disguise
This is a working manager who builds, coaches, and holds the standard.
