BDR Manager

About the RoleWe're hiring a frontline Business Development Manager to lead our upmarket BDR team as Sona scales across Europe and North America.

This is a hands-on player-coach role: you'll be in the call blocks, in the data, and in the room coaching reps in real time, setting the standard for what great outbound looks like.You'll own the day-to-day running of the team: the operating rhythm, the coaching, the pipeline reviews, and the playbook that turns a promising function into a genuine growth engine.

You'll work closely with Sales, Marketing and Product to point pipeline generation at the right opportunities, and embed AI into how BDRs work.This isn't a role for someone who needs an established machine to step into. You'll be building and shaping as you go, and creating the pathways that help BDRs grow into their next roles.

ResponsibilitiesLead, coach and develop a team of BDRs prospecting upmarket, through regular 1:1s, live call coaching, pipeline reviews and development plansLead from the front: prospect alongside the team and model the call quality, messaging and standard you expectBuild and run the team's operating rhythm: targets, KPIs, dashboards, cadences and reportingOwn and evolve the BDR playbook, including upmarket outbound motions, multi-threading and account-based prospectingHire, onboard and ramp new BDRs, and manage performanceBuild clear progression pathways for BDRs into their next rolesEmbed AI into the BDR workflow to sharpen targeting, outreach and team productivityPartner with Account Executives, Marketing and Product to align pipeline generation with business priorities

RequirementsYou've coached BDRs day to day, and can point to reps you've developed and promotedYou've managed BDRs prospecting into upmarket accountsYou lead from the front: you're credible on the phone and in the dataYou've built a BDR team playbooks from the ground up, designing and implementing a operating model, and you can show it with specific examplesYou bring a B2B