SDR/ BDR Manager
Sales & Business Development
New York, NY, USA
USD 130k-150k / year
Mission
Build, coach, and scale a U.S.-based BDR team that drives top-of-funnel pipeline across districts and schools for Wayground, aligning tightly to AE territories and outbound motions as we grow our footprint in K-12 education.
The Role
We're looking for a BDR Manager to lead, coach, and grow our national Business Development team. This is a pivotal role sitting at the intersection of pipeline generation, team development, and hiring. You'll own both the results and the people behind them — from outbound prospecting and targeted sequences to conference and event engagement across the country.
You'll partner closely with Sales leadership to build repeatable outbound systems, coach the team to a consistent framework, and ensure tight alignment between marketing, enablement, and AEs. This leader sets the tone for a high-energy, in-office culture and isn't afraid to have the hard conversations when performance demands it.
What You'll Do
Serve as the direct manager for our BDR team, owning day-to-day performance and development through regular 1:1s, call coaching, event coaching, and weekly skill sprints
Build and iterate on the BDR playbook — outreach sequences, talk tracks, event engagement strategy, and onboarding curriculum — as a cornerstone of the role
Own pipeline targets and metrics (meeting rates, SQL conversion, pipeline quality), holding the team accountable to activity and quality standards; address performance gaps directly through structured performance management
Coach to a consistent sales framework (e.g., Outbound Squad, MEDDPICC), running roleplays, sequence reviews, and skill-building sessions
Partner with Sales and Marketing to refine messaging and outreach flows, maintaining CRM hygiene and dashboards to manage the business by data
Coach the team on turning conference and event presence into meaningful pipeline, engaging district and school leaders in person
Hire and onboard new BDRs as the team grows; identify skill gaps and build development plans that help team members grow into future AEs or senior roles
Champion a strong in-office culture, showing up as an energizing presence that sets the standard for engagement and accountability
Balance accountability with development — build a culture of psychological safety alongside high performance
What We're Looking For
2–4 years of BDR/SDR experience in EdTech or SaaS, including at least 1–2 years managing a team of 5–10
A proven track record of hitting or exceeding pipeline targets, with measurable improvements in meeting rates, SQL conversion, and pipeline quality
Experience selling to K-12 districts or public sector strongly preferred
A builder's mentality — you've created process and structure where there wasn't any before, and thrive in fast-paced, high-growth environments
Deep coaching capability: comfortable running roleplays, reviewing sequences, and delivering candid, direct feedback
Strong operational rigor: CRM hygiene, dashboards, and managing to data
Proficiency with tools like Salesforce, Outreach.io or Gong Engage, ZoomInfo, and Apollo
A natural motivator who leads with energy and optimism, gets energy from developing people, and holds high standards without sacrificing morale
Excellent cross-functional collaborator — works closely with AEs, marketing, and enablement to optimize the handoff
A genuine believer in in-person collaboration, with a track record of building strong office culture
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This is a hybrid role requiring employees to be in the NYC office 3–4 days per week.
What We Offer
A key role in an exciting journey — we're a company with ambitious targets and meaningful goals
Fantastic colleagues in a fun, high-energy environment with real opportunities to learn
Competitive compensation and benefits package
The chance to work on a meaningful mission — helping change how students learn and engage with education around the world