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

• 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

• 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

Salary Range

The expected on-target earnings (OTE) range for this role is $130,000-$150,000 annually