Job Description

Senior BDR Trainer and Program Manager

We have an opportunity for a Senior BDR Trainer and Program Manager to join our Global Business Development team in the Eastern United States, reporting to the Director, Business Development Representatives. In this pivotal role, you will lead onboarding, enablement, and program execution for our Business Development Representative (BDR) organization. Collaborating closely with Marketing Operations, Field Marketing, Product Marketing, and Enablement, your role sits at the intersection of training excellence and program management as your enable BDRs to ramp faster, execute more consistently, and increase the quality and impact of outbound prospecting programs that leverage AI-driven tools and insights to scale productivity and performance.

Be a Contributor - What You'll Do

• BDR onboarding and training
  • Own and continuously improve the BDR new-hire onboarding experience, including onboarding frameworks, facilitator-led sessions, shadowing structure, tool training, and certification-style readiness checkpoints
  • Deliver live and self-paced training across core BDR workflows, including lead management, qualification, Salesforce usage, sales engagement tools, campaign follow-up, outbound prospecting fundamentals, and AI enablement
  • Build repeatable development programs that support both new-hire ramp and ongoing skill growth across messaging, discovery, qualification, and prospecting execution
  • Partner with BDR managers to align onboarding plans, handoffs, coaching expectations, and regional execution needs
• Program management and outbound enablement
  • Design, operationalize, and refine outbound and enablement programs that help scale prospecting quality, speed-to-lead, and consistency of execution across the BDR team
  • Partner with cross-functional stakeholders to translate campaign goals, lead processes, and field priorities into actionable BDR workflows, playbooks, and readiness plans
  • Support the rollout of new tools, processes, list views, cadences, and field programs so BDRs can adopt changes quickly and execute with confidence
  • Help define and document best practices for campaign follow-up, outbound sequences, qualification standards, and BDR process execution
• Cross-functional partnership
  • Work closely with Marketing Operations, Field Marketing, Product Marketing, and Enablement to ensure BDR training reflects current campaigns, routing logic, messaging priorities, and go-to-market motions
  • Build strong relationships with BDR leaders and partner teams to align on expectations, identify enablement gaps, and improve program effectiveness over time
  • Contribute to shared planning and readiness across marketing and BDR initiatives, especially where execution depends on coordinated follow-up, tool adoption, and consistent field behavior
• Reporting and continuous improvement
  • Define and monitor KPIs related to onboarding progress, program adoption, outbound execution, and BDR readiness.
  • Use program performance reporting and field feedback to improve training content, prospecting programs, and operational processes on an ongoing basis.
  • Provide structured updates and insights in monthly and quarterly business reviews or similar forums to show progress, identify gaps, and support program evolution.

Be Prepared - What You Bring

• 5+ years experience in sales training, BDR enablement, sales development, or a closely related go-to-market training role
• Experience building and delivering onboarding programs, facilitator-led training, and ongoing development content for sales or business development teams
• Strong understanding of BDR workflows, including inbound lead follow-up, outbound prospecting, qualification methodology, and sales-marketing handoffs
• Experience working cross-functionally with marketing, enablement, operations, and frontline managers
• Strong written, verbal, presentation, and facilitation skills, with the ability to simplify complex processes and coach teams to adoption
• Strong program and project management skills, including the ability to organize stakeholders, manage dependencies, and drive execution across multiple workstreams
• Comfort working in systems and tools commonly used by BDR teams, including CRM, sales engagement platforms, enablement platforms, and reporting environments
• Experience with AI-enabled tools that enhance prospecting, coaching, and analytics
• Bachelor's degree in business administration or another field
• Additional value experience includes:
  • Prior experience as a BDR, BDR leader, or sales enablement professional supporting business development teams
  • Experience with multi-channel prospecting programs, buyer-intent or predictive data tools, and performance reporting tied to outbound execution
  • Experience creating sales tools such as playbooks, reference guides, process documentation, and training resources
  • Familiarity with qualification frameworks such as BANT or MEDDPICC and the ability to embed them into training and coaching programs

Be Successful - Your Path

First 90 Days: Immerse in our culture, connect with mentors (Blox Buddies), and map the systems and meet with key stakeholders that rely on your work. Discuss and create short/long term goals.

Six Months:

• Establish a refreshed BDR onboarding curriculum, including AI-enabled training and content resources, with clear readiness criteria and manager handoff plans
• Deliver multiple successful onboarding cohorts with improvements in time-to-first-meeting, time-to-first-opportunity, and certification completion
• Launch at least one cross-functional outbound program with defined workflows, sequences, and training, and report on early performance and lessons learned
• Implement or optimize use of AI tools and analytics to support BDR coaching and content quality
• Build strong partnerships with BDR leaders, Marketing Operations, Field Marketing, Product Marketing, Enablement, and RevOps, aligning on priorities and feedback loops

One Year:

• Demonstrate a measurable reduction in BDR ramp time and increased consistency of performance across cohorts, supported by a mature onboarding and certification framework
• Maintain a portfolio of scalable, data-informed outbound programs and playbooks that contribute meaningfully to qualified pipeline
• Operationalize an ongoing training and coaching rhythm aligned to business objectives and performance gaps
• Mature reporting and insight-sharing for BDR enablement and programs, including regular contributions to QBRs and leadership reviews
• Be recognized as a trusted advisor and go-to partner for BDR leaders and Marketing partners on programs that combine human-led outreach with AI-enabled productivity and insight

Belong- Your Community

Our culture thrives on inclusion, rewarding the bold ideas, curiosity, and creativity that move us forward. In a community where every voice counts, continuous learning is the norm. So, whether you code, create, sell, or care for customers, you'll grow and belong here.

Be Rewarded - Benefits That Help You Grow, Thrive, Belong

• Comprehensive health coverage, generous PTO, and flexible work options
• Learning opportunities, career-mobility programs, and leadership workshops
• Sixteen paid volunteer hours each year, global employee resource groups, and a "No Jerks" policy that keeps collaboration healthy
• Modern offices with EV charging, healthy snacks (and the occasional cupcake), plus hackathons, game nights, and culture celebrations
• Charitable Giving Program supported by Company Match
• We practice pay transparency and reward performance. Offers reflect role location, internal equity, experience, skills, education, and certifications. Base salary for this position: $104,300 - 155,430 plus corporate bonus.

Ready to Be the Difference?

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