BDR Manager

Coast • Salt Lake City, UT

16h • Hybrid

About The Position

Coast is seeking a BDR Manager to lead one of its two existing BDR teams, consisting of 10 Business Development Representatives responsible for generating outbound qualified opportunities. The role involves maintaining and improving the team's performance through coaching, performance management, onboarding, training, refining outbound processes, and reporting. The manager will utilize and integrate AI tools within their team's operations and work with a rev-ops stack including Salesforce, Outreach, Zoominfo, Chilipiper, Actively.ai, Unify, and Claude. This position reports to the Director of Sales Development and requires close collaboration with a peer BDR Manager, AE leadership, marketing, and sales ops. The ideal candidate has prior experience with outbound sales targets, managing a sales team, and a desire to enhance existing processes.

Requirements

• 2+ years of BDR/SDR experience, ideally in fintech, payments, B2B SaaS, or financial services
• 1+ years managing a sales team, with direct responsibility for coaching, performance management, and hiring
• AI-native mindset: you’re already using AI tools in your daily work and you’re excited to push further
• Hands-on experience with core rev-ops tools such as Salesforce, Outreach, Zoominfo, or comparable platforms
• Strong analytical instincts: comfortable pulling metrics, spotting trends, and translating data into operational decisions
• Excellent written and verbal communication
• Bias toward action; comfortable running and tightening an existing process rather than needing everything handed to you
• Comfortable managing through ambiguity and shifting priorities without losing momentum
• Salt Lake City based; able to be in-office 3–4 days per week

Responsibilities

• Lead and coach your BDR team
• Manage, coach, and develop your team of 10 BDRs, including day-to-day pipeline reviews, call coaching, and 1:1 development plans
• Onboard and train new-hire cohorts using Coast’s existing ramp process, coaching reps from Coast fundamentals to independent quota-carrying performance
• Refine the outbound opportunity-generation process
• Continuously refine the existing end-to-end process from lead sourcing through a scheduled AE meeting — cadence, channel mix, and hand-off criteria
• Apply and sharpen the existing lead-scoring and prioritization approach to reflect our dual mandate: sustaining Fuel Card opportunity volume while increasing the rate of Corporate Card attach on new accounts
• Leverage automation and AI to scale the team
• Decide where technology (Salesforce, Outreach, Zoominfo, Chilipiper, Actively.ai, Unify, Claude) should automate work versus where BDR judgment and relationship-building add the most value
• Champion AI-native workflows across the team — for research, sequencing, call prep, and follow-up — to increase rep capacity without increasing headcount
• Measure and report on team performance
• Build and maintain the dashboards and reporting cadence that track opportunity volume, conversion, and Fuel vs. Corporate Card mix for sales leadership
• Run a regular test-and-learn motion — forming hypotheses from the data and validating them through structured experiments
• Partner cross-functionally
• Align with your peer BDR Manager and the Director of Sales Development to keep process, coaching, and reporting consistent across both BDR teams
• Work closely with AE leadership to align on lead quality, hand-off standards, and feedback loops
• Partner with marketing and sales ops on messaging, lead sources, and tooling investments

Benefits

• Medical, dental and vision insurance
• Flexible paid time off (vacation, personal well being, paid holidays)
• Tools to help manage your financial wellness, including webinars, access to an equity tax advisory service, and company-sponsored 401(k)
• Paid parental leave
• $400 accessories allowance (a keyboard, mouse, headphones, etc.)
• Education stipend
• Free lunch every Friday
• Equity Grant: Meaningful potential upside given Coast's early-stage trajectory

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed