BDR Manager
About The Position
The BDR Manager will lead Nexl’s US pipeline-generation team, managing 4–6 BDRs and reporting to the Head of Sales. The role is accountable for meetings booked and held, opportunities created, and weekly pipeline forecasting. It is hands-on: the manager runs call blocks, coaches reps live, reviews call recordings, improves underperforming sequences, and makes calls to demonstrate effective selling. The team generates pipeline primarily through outbound prospecting to US law firms, supplemented by leads from Marketing events, webinars, and the website. The manager will develop messaging, plays, and objection handling tailored to law firm marketing and business development leaders, partners, and firm leadership. The role is based in Nexl’s Utah hub, with regular in-person collaboration, and includes building the BDR function and developing future AE talent.
Requirements
- At least 1 year managing an SDR or BDR team in B2B SaaS, with a track record of achieving team pipeline targets.
- Experience building or scaling a BDR team at an early-stage company.
- Prior success as a BDR or AE and willingness to make calls and demonstrate effective selling.
- Experience building and refining sequences, cold-call talk tracks, and objection-handling frameworks.
- Comfort working with activity and pipeline data, including call recordings, and using it to guide coaching.
- Experience hiring, onboarding, and ramping BDRs, and managing performance issues directly and fairly.
- Ability to set clear standards and hold the team accountable.
- Ability to work effectively with Marketing and AEs and agree on service-level agreements with both.
Nice To Haves
- Experience selling to law firms or other professional services businesses.
- Advanced HubSpot reporting, Clay, or data-enrichment experience.
- Experience with conversation intelligence tools such as Gong.
Responsibilities
- Own BDR team outcomes for meetings booked, meetings held, and opportunities created, and forecast results weekly to the Head of Sales.
- Run call blocks, provide live coaching, and hold weekly one-on-ones focused on skill development.
- Set activity and quality standards for calls, emails, and LinkedIn outreach, and address performance gaps promptly.
- Build and refine sequences, talk tracks, and objection-handling approaches for law firm marketing and business development leaders, partners, and firm leadership.
- Use call recordings and HubSpot pipeline data to identify effective approaches and improve connect, meeting-held, and conversion rates.
- Hire BDRs with the People & Culture team, own onboarding, and bring new hires to productivity within a defined ramp window.
- Build target account lists with Marketing using Clay, AI, and data signals, and focus the team on appropriate firms.
- Agree on lead routing and speed-to-lead standards with Marketing for event, webinar, and website leads.
- Own qualification criteria and pipeline quality, and maintain a feedback loop with AEs about the meetings they receive.
- Develop BDR career paths and prepare BDRs for promotion into AE roles.
- Lead the team from Nexl’s Utah hub and help establish the hub’s culture as it grows.
Benefits
- Comprehensive US benefits package including medical, dental, and 401(k).
- Paid time off topped up to at least 20 days per year.
- Ability to work from outside the US for up to four weeks per year.
- Paid birthday leave during the week of the employee’s birthday.
- Employee stock options.
- Paid parental leave.
- Team socials, off-sites, and events throughout the year.
- Modern, AI-first tools and a work laptop.
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What This Job Offers
Job Type
Full-time
Career Level
Manager
Education Level
No Education Listed
