BDR Manager

BDR ManagerSales | Reports to VP of Sales | Building the BDR function from zeroLocation: Remote (US-based) | Full-TimeTHE ROLEGrace 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 OWNThe 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 looks like rather than describing it.The stack• Own configuration, a