BDR Manager

BDR Manager

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

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

THE ROLE

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.

WHAT YOU WILL OWN

The playbook

• 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.

Pipeline

• 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.

Operating rigor

• 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.

The team

• 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 look