BDR Manager

The role

You will lead and coach an upmarket BDR team as a hands-on player-coach. You will manage the team's operating rhythm, pipeline reviews, and playbook while working with Sales, Marketing, and Product to align pipeline generation.

What you will do

• Lead, coach and develop a team of BDRs through 1:1s, live call coaching, pipeline reviews and development plans
• Prospect alongside the team and model call quality, messaging and standard
• Build and run the team's operating rhythm including targets, KPIs, dashboards, cadences and reporting
• Own and evolve the BDR playbook including upmarket outbound motions, multi-threading and account-based prospecting
• Hire, onboard and ramp new BDRs, and manage performance
• Build clear progression pathways for BDRs into their next roles
• Embed AI into the BDR workflow to sharpen targeting, outreach and team productivity
• Partner with Account Executives, Marketing and Product to align pipeline generation with business priorities

Required qualifications

• Coached BDRs day to day and can point to reps developed and promoted
• Managed BDRs prospecting into upmarket accounts
• Lead from the front and are credible on the phone and in the data
• Built BDR team playbooks from the ground up, designing and implementing an operating model
• B2B SaaS or high-growth scale up background
• Comfortable with the pace, ambiguity and ownership of a high-growth scale up
• Numbers-driven and run team on data and metrics
• Can foster an in office culture

Nice to have

• experience in or selling into Hospitality, Care or Retail
• hands-on experience using AI in an outbound workflow
• familiarity with Lemlist, Clay or similar tools
• having built a BDR-to-AE progression pathway

Benefits

• Salary: £75,000 - £85,000 + bonus (depending on experience)
• Hybrid - minimum 3 days per week in the London office
• Share options
• 35 days annual leave (25 days standard plus 10 flexible public holiday days)
• Extra day of leave for every year of service
• Pension contributions matched up to 5%
• Comprehensive health insurance
• Enhanced parental leave & pay
• Co-working space stipend for those based outside London
• Bi-annual all expenses paid team retreats
• The latest Macbook and equipment budget for your home office
• Professional development budget

About the company

Sona is scaling across Europe and North America.