SDR/ BDR Manager
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
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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
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Build and iterate on the BDR playbook — outreach sequences, talk tracks, event engagement strategy, and onboarding curriculum — as a cornerstone of the role
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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
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Coach to a consistent sales framework (e.g., Outbound Squad, MEDDPICC), running roleplays, sequence reviews, and skill-building sessions
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Partner with Sales and Marketing to refine messaging and outreach flows, maintaining CRM hygiene and dashboards to manage the business by data
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Coach the team on turning conference and event presence into meaningful pipeline, engaging district and school leaders in person
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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
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Champion a strong in-office culture, showing up as an energizing presence that sets the standard for engagement and accountability
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Balance accountability with development — build a culture of psychological safety alongside high performance
What We're Looking For
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2–4 years of BDR/SDR experience in EdTech or SaaS, including at least 1–2 years managing a team of 5–10
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A proven track record of hitting or exceeding pipeline targets, with measurable improvements in meeting rates, SQL conversion, and pipeline quality
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Experience selling to K-12 districts or public sector strongly preferred
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A builder's mentality — you've created process and structure where there wasn't any before, and thrive in fast-paced, high-growth environments
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Deep coaching capability: comfortable running roleplays, reviewing sequences, and delivering candid, direct feedback
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Strong operational rigor: CRM hygiene, dashboards, and managing to data
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Proficiency with tools like Salesforce, Outreach.io or Gong Engage, ZoomInfo, and Apollo
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A natural motivator who leads with energy and optimism, gets energy from developing people, and holds high standards without sacrificing morale
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Excellent cross-functional collaborator — works closely with AEs, marketing, and enablement to optimize the handoff
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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
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A key role in an exciting journey — we're a company with ambitious targets and meaningful goals
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Fantastic colleagues in a fun, high-energy environment with real opportunities to learn
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Competitive compensation and benefits package
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The chance to work on a meaningful mission — helping change how students learn and engage with education around the world
Salary Range
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