BDR Manager

MakiPeople•New York, NY

2d•Onsite

About The Position

Maki is building the AI hiring platform for the world's largest employers. Our agents (Mochi, Shiro, Ken, Kumi, Tomo) run the full top of the hiring funnel: assessments, voice interviews, scheduling, and interview assist. We're trusted by global enterprises to hire faster, fairer, and at scale. The product is real, the customers are Fortune 2000, and the category is being created in real time. Now we need someone to turn our BDR team into the sharpest pipeline generation unit in enterprise HR tech. You will own BDR generated pipeline. Every rep, every sequence, every account, every meeting that lands on an AE's calendar. You'll inherit a credible foundation (a small team already booking real enterprise meetings, real Fortune 2000 logos in the pipeline, and a brand with momentum) and your mandate is to turn it into a repeatable, AI native machine that consistently feeds 7 figure deals into Fortune 2000 accounts. This is a player coach seat. You will personally write sequences, listen to calls, sit next to reps, run weekly 1:1s, and forecast the number. You will also build the system: the ICP, the tooling stack, the playbook, the comp model, the hiring bar. For the next 12 months, the team will be small enough that the manager has to be in the work, not above it. We expect also our BDR Manager to lead by example and call alongside their team occasionally. You'll report to the Head of Demand Generation and partner daily with Sales leadership on coverage, conversion, and the number. What you'll own: The full BDR function, inbound and outbound. You manage the team end to end: hiring, ramp, coaching, performance, comp, tooling, sequences, account allocation, and the weekly number. You set the bar for what good prospecting looks like at Maki and you hold the line on it. Outbound: ICP discipline, account selection, multi threaded sequences across Fortune 2000 HR buying committees, AI native research and personalization, and a calendar of meetings that converts to qualified pipeline. The operating system behind both: dashboards, leaderboards, weekly forecast, conversion rates by stage, source attribution, and the one source of truth Sales leadership uses to grade BDR performance. What you'll do in your first 12 months: Rebuild outbound around a sharper ICP and a stronger account list. Cut what isn't working, double down on what is, and ship a sequencing playbook that any new BDR can land a meeting with. Build the AI native BDR stack. You'll choose the tooling, kill the bloat, and wire AI into research, sequencing, call review, and rep enablement. Your reps should be doing the work of 3. Put the BDR number on a single dashboard. Meetings booked, meetings held, S0s created, S1s won, pipeline generated, and conversion at every step, sliced by rep, by segment, by source. No more arguing about attribution. Partner with the Head of DG and Sales leadership on the forecast. You own the BDR contribution to pipeline and you defend it weekly.

Requirements

Four to six years in B2B SaaS sales development.
At least one to two years managing or leading a BDR team.
Proven track record of carrying and hitting a personal number, and teaching others to do the same.
Experience prospecting into Fortune 2000 or Fortune 500 accounts.
Understanding of multi-persona HR or GTM buying committees.
Ability to differentiate between a meeting and a qualified opportunity.
Experience using AI in day-to-day work and a point of view on how AI changes outbound, research, and rep workflows.
Player-coach mentality: ability to write sequences, run calls, analyze dashboards, and personally book meetings.
Strong operating rigor: understanding of pipeline math, conversion rates, ramp curves, and capacity models.
Ability to build and defend a forecast.

Nice To Haves

Personally been a top-performing BDR before managing one.
Experience in fast-growing AI or category-creating companies (e.g., Harvey, Ramp, Clay, Writer, Gong, Lattice, Rippling, Outreach, Salesloft).
Experience in top-tier HR or TA tech with enterprise track records (e.g., Paradox, Eightfold, Phenom, Greenhouse, Workday).

Responsibilities

Manage the BDR team end to end: hiring, ramp, coaching, performance, comp, tooling, sequences, account allocation, and the weekly number.
Set the bar for what good prospecting looks like at Maki and hold the line on it.
Manage outbound prospecting: ICP discipline, account selection, multi-threaded sequences across Fortune 2000 HR buying committees, AI-native research and personalization, and a calendar of meetings that converts to qualified pipeline.
Develop and maintain the operating system for the BDR function: dashboards, leaderboards, weekly forecast, conversion rates by stage, source attribution, and performance grading.
Rebuild outbound strategy around a sharper ICP and stronger account list.
Ship a sequencing playbook that any new BDR can use to land a meeting.
Build the AI-native BDR stack, choosing tooling and integrating AI into research, sequencing, call review, and rep enablement.
Create a single dashboard for BDR metrics including meetings booked, meetings held, S0s created, S1s won, pipeline generated, and conversion rates.
Partner with the Head of Demand Generation and Sales leadership on the forecast, owning the BDR contribution to pipeline.