BDR Manager

You’ll lead the team that creates Nexl’s US pipeline. You’ll manage 4–6 BDRs, report to our Head of Sales, and be accountable for what they generate: meetings booked, meetings held, and opportunities that turn into revenue.

This is a hands-on role. You’ll run call blocks with the team, listen to recordings, rewrite sequences that aren’t converting, and get on the phone yourself to show how it’s done. Our pipeline comes mostly from outbound into US law firms, plus leads from Marketing’s events and webinars. Law firm leaders are busy and get pitched constantly, so the plays, messaging, and objection handling you build for them matter as much as activity levels.

You’ll lead the team from our new Utah hub, so you’ll be in the room for call blocks, coaching, and wins, and you’ll help set the tone for the hub as it grows. If you were a strong BDR, have since led a team, and want to build a BDR function that also grows future AEs, this role is for you.

• Team pipeline number: Own meetings booked, meetings held, and opportunities created by the BDR team, and forecast them weekly to the Head of Sales.
• Daily coaching:Run call blocks, live coaching, and weekly 1:1s focused on building skills, not status updates.
• Standards
  :
  Set clear activity and quality standards across calls, emails, and Linked In, and address gaps quickly and directly.
• Plays & messaging:Build and refine sequences, talk tracks, and objection handling for each law firm persona: marketing and BD leaders, partners, and firm leadership.
• Coaching on real data: Use call recordings and Hub Spot pipeline data to spot what’s working and lift connect, meeting-held, and conversion rates.
• Hiring & ramp: Hire BDRs with our People & Culture team, own onboarding, and get new hires fully productive inside a defined ramp window.
• Account targeting: Use Clay, AI, and data signals to build target account lists with Marketing and focus the team on the right firms.
• Event & inbound follow-up: Agree lead routing and speed-to-lead standards with Marketing for event, webinar, and website leads.
• BDR to AE handoff: Own qualification criteria and pipeline quality, and run a feedback loop with AEs on the meetings they receive.
• Career paths: Build a bench of BDRs ready for promotion into AE roles.

Must haves:

• 1 years managing an SDR or BDR team in B2B SaaS, with a track record of hitting team pipeline targets.
• Experience building or scaling a BDR team at an early-stage company.
• Success as a BDR or AE yourself, and happy to get on the phone and show the team how it’s done.
• Experience building and refining sequences, cold call talk tracks, and objection handling frameworks.
• Comfortable living in activity and pipeline data, including call recordings, and turning it into coaching decisions.
• Experience hiring, onboarding, and ramping BDRs, and managing performance issues directly and fairly.
• You set a clear bar and hold the line on it.
• You work well with Marketing and AEs, and you’re comfortable agreeing SLAs with both.

Nice to haves:

• Experience selling into law firms or other professional services businesses.
• Advanced Hub Spot reporting, Clay, or data-enrichment experience.
• Experience with conversation intelligence tools such as Gong.

What Success Looks Like

• First 90 days: Plays and messaging for our law firm personas are live, standards and SLAs with Marketing and AEs are agreed, and you have a hiring plan for the team.
• By six months: The team is consistently hitting its pipeline targets and AEs trust the meetings they receive.
• By 12 months: The BDR team is a predictive source of pipeline and at least one BDR is ready to step into an AE role.

• Hybrid working. You’ll be in our Utah hub a few days a week for collaboration.
• Co…