BDR Manager

incident.io•San Francisco, CA

1d•Onsite

About The Position

incident.io is seeking a BDR Manager to hire, train, and develop future all-star sellers. This role is crucial for scaling the BDR team, with a focus on creating a comprehensive in-house training program and identifying high-potential individuals. The BDRs historically progress into commercial and enterprise roles, but this position also offers opportunities to build pathways into other Go-To-Market functions such as rev ops, solutions engineering, expansion account management, and CS. The BDR organization is viewed as the backbone of the hiring system, with the quality and development speed of new hires being the top priority. The manager will also serve as the primary point of contact for top-of-funnel insights, relaying trends, objections, and feedback to sales, marketing, and product teams. This role involves holding the team accountable for follow-up, acting as marketing's liaison for campaigns and events, and owning the team's pipeline number. A key aspect of the role is rethinking the BDR function in the age of AI, focusing on agentic, first-principles thinkers and identifying innovative, AI-driven or creative plays to improve performance.

Requirements

Proven experience leading a BDR or SDR team that has met its numbers, closed pipeline, and seen reps promoted.
Strong performance management skills.
Ability to set a high bar, provide clear feedback on performance, and build development plans.
Passion for developing people and building a strong talent bench.
Experience building something with AI that people use.
Understanding of current AI tools' capabilities and limitations, with the ability to strategize on attacking problems using them.
Strong business acumen and curiosity about why things work.
Experience as a top-performing sales representative prior to management.
Experience selling technical products to engineering teams, ideally in infrastructure, dev tools, observability, or data platforms.
Willingness to build something new rather than inherit an existing structure.
Ability to work from the San Francisco office.

Nice To Haves

Ideally have done this at a company selling technical products to engineering teams, in infrastructure, dev tools, observability or data platforms.

Responsibilities

Hire, train, and develop BDRs.
Design and implement a comprehensive in-house training program for BDRs.
Identify and invest in high-potential individuals within the BDR team.
Build development pathways for BDRs into other GTM functions.
Act as the primary point of contact for top-of-funnel insights, relaying trends, objections, and feedback to sales, marketing, and product teams.
Hold the BDR team accountable for follow-up.
Serve as marketing's point of contact for campaigns and events.
Own the pipeline number for the BDR team.
Focus on reaching potential champions within the ICP whose pain points can be addressed.
Rethink the BDR function in the context of AI, focusing on agentic, first-principles thinkers.
Identify and implement plays that outperform, whether AI-driven or creative.
Develop and implement performance management plans for the team.
Build development plans to bring underperforming team members up to speed.