SDR​/BDR Manager

About Us

We are a global learning platform on a mission to motivate every learner by empowering every educator.

From K–12 classrooms and universities to corporate training settings, our platform is trusted in over 150+ countries by 75 million monthly active users. In the U.S., 90% of schools use Wayground to engage students and transform learning through technology.

Wayground is a high-growth, profitable SaaS company backed by leading investors including Tiger Global, GSV, and Nexus Venture Partners.

If you're excited about education and international SaaS and want to build towards a mission that you can be proud of, then Wayground is the right place for you.

Build, coach, and scale a U.S.

-based BDR team that drives top-of-funnel pipeline across districts and schools for Wayground, aligning tightly to AE territories and outbound motions as we grow our footprint in K-12 education.

We're looking for a BDR Manager to lead, coach, and grow our national Business Development team. This is a pivotal role sitting at the intersection of pipeline generation, team development, and hiring. You'll own both the results and the people behind them — from outbound prospecting and targeted sequences to conference and event engagement across the country.

You’ll partner closely with Sales leadership to build repeatable outbound systems, coach the team to a consistent framework, and ensure tight alignment between marketing, enablement, and AEs. This leader sets the tone for a high-energy, in-office culture and isn't afraid to have the hard conversations when performance demands it.

• Serve as the direct manager for our BDR team, owning day-to-day performance and development through regular 1:1s, call coaching, event coaching, and weekly skill sprints
• Build and iterate on the BDR playbook — outreach sequences, talk tracks, event engagement strategy, and onboarding curriculum — as a cornerstone of the role
• Own pipeline targets and metrics (meeting rates, SQL conversion, pipeline quality), holding the team accountable to activity and quality standards; address performance gaps directly through structured performance management
• Coach to a consistent sales framework (e.g., Outbound Squad, MEDDPICC), running roleplays, sequence reviews, and skill-building sessions
• Partner with Sales and Marketing to refine messaging and outreach flows, maintaining CRM hygiene and dashboards to manage the business by data
• Coach the team on turning conference and event presence into meaningful pipeline, engaging district and school leaders in person
• Hire and onboard new BDRs as the team grows; identify skill gaps and build development plans that help team members grow into future AEs or senior roles
• Champion a strong in-office culture, showing up as an energizing presence that sets the standard for engagement and accountability
• Balance accountability with development — build a culture of psychological safety alongside high performance

• 2–4 years of BDR/SDR experience in EdTech or SaaS, including at least 1–2 years managing a team of 5–10
• A proven track record of hitting or exceeding pipeline targets, with measurable improvements in meeting rates, SQL conversion, and pipeline quality
• Experience selling to K-12 districts or public sector strongly preferred
• A builder's mentality — you've created process and structure where there wasn't any before, and thrive in fast-paced, high-growth environments
• Deep coaching capability: comfortable running roleplays, reviewing sequences, and delivering candid, direct feedback
• Strong operational rigor: CRM hygiene, dashboards, and managing to data
• Proficiency with tools like Salesforce, Outreach.io or Gong Engage, Zoom Info, and Apollo
• A natural motivator who leads with energy and optimism, gets energy from developing people, and holds high standards without sacrificing morale
• Excellent cross-functional collaborator — works closely with AEs, marketing, and enablement to optimize the handoff
• A genuine believer in in-person collaboration, with a track record of building strong office culture
• This is a hybrid role requiring employees to be in the NYC office 3–4 days per week.