BDR Manager

BDR Manager

Sales | Reports to VP of Sales | Building the BDR function from zero

Location: Remote (US-based) | Full-Time

Grace Hill is building a BDR function from the ground up, and we are looking for the person who wants to own it. There is a thin playbook to inherit here, you will write it. You will hire reps, configure the tooling, define what a qualified opportunity looks like, and improve the model to scale it. This is a builder's job with an operator's discipline.

You will manage 3–6 BDRs within your first year and be measured on the pipeline they create.

• Build targeting, personas, segmentation, sequences, cadences, and qualification criteria from scratch — then document them so a new hire can run the motion in week two.
• Define the handoff: what qualifies, what gets rejected, and what Sales can expect on every opportunity.
• Run a real test-and-learn loop. Ship a change, measure it, keep it or kill it. The playbook should look different in month six than it did in month one.

• Own the team's pipeline number and hit it. Work backward from AE coverage requirements to set volume and quality targets per rep.
• Watch activity, connect rates, meeting‑set rates, and downstream conversion — and act on the leading indicators before the lagging ones go red.
• Report weekly on pipeline by source, stage, and rep, with a point of view on what the numbers mean.

• Set and enforce data standards — stage definitions, field hygiene, naming conventions — so the reporting can be trusted.
• Run the cadence: daily huddle, weekly 1:1s grounded in the rep’s own numbers, monthly business review.
• Build the dashboards yourself. If you need someone else to pull your numbers, this role will frustrate you.

• Hire, onboard, coach, and develop 3–6 BDRs. Give direct, specific, usable feedback.
• Lead from the front — model behavior, get on calls, and show what good looks like rather than describing it.

• Own configuration, adoption, and enablement across Salesforce, a sales engagement platform, Linked In Sales Navigator, Gong, Common Room, and Zoom Info.
• Use Gong to coach against what reps actually said, Common Room to surface intent and warm signals, and Zoom Info to build and enrich the target universe.
• Put AI to work on research, personalization, and list‑building — and be honest about where it helps and where it produces noise.

• Align with Sales on lead quality and handoff, and close the loop on what converts.
• Partner with Marketing on outbound and ABM campaigns; bring the field evidence that sharpens targeting and messaging.

• Outbound experience — 3+ years as a BDR or SDR in B2B SaaS, plus at least a 2+ years leading a team.
• An operator's mind — You design systems, document them, and enforce them. You are comfortable in a spreadsheet and you think good process is what makes coaching possible.
• Builder instinct — You would rather own something unfinished than inherit something polished. You are resourceful when the tools and budget are not perfect yet.
• AI/Stack fluency — Hands‑on with Salesforce reporting and forecasting, a sales engagement platform, Gong, Common Room, and Zoom Info — and eager to pick up whatever comes next. Experimentation with AI in inbound/outbound playbooks.
• Data Driven Decision Maker— You find the trend, explain it, and adjust the plan because of it.
• Genuine coach — Developing talent is the part of the job you are most passionate about. BDRs serve as our Sales talent engine.
• Ownership — You have a massive responsibility to the company’s success.
• Student of the game — You are actively learning from peers, operators, and your own experiments and iterating it back to the team.

• Playbook built, documented, and consistently executed by the team.
• Stack implemented and genuinely adopted.
• Pipeline targets set, met, and forecastable, with conversion metrics trending in the right direction.
• Reporting cadence running on its own; leadership trusts the numbers.
• Reps measurably better than the day they started, with coaching impact visible in their metrics.
• Sales and Marketing describing the BDR team as a…