Business Development Manager

AfterShip•Lehi, UT

12d•Hybrid

About The Position

The BDR Manager will lead and scale AfterShip's outbound engine in North America, reporting directly to the Head of Sales. This role is responsible for a team of 6 to 8 BDRs and is accountable for the pipeline they generate, including meetings booked, meetings attended, and opportunities that convert into revenue. This is a hands-on leadership role that involves coaching, refining sales sequences, and ensuring high activity and quality standards. The position offers a strong existing foundation of ramp plans, compensation structures, activity standards, and outbound sequences by vertical, with the expectation that the manager will run, improve, and scale these processes. This is a hybrid position requiring 4-5 days per week in the Utah office in Lehi.

Requirements

1-2 years of experience managing a BDR or SDR team, with a track record of hitting team pipeline targets
SaaS experience required
Prior success as a BDR or AE yourself, with the ability to get on the phone and show the team how it is done
Proficiency with Gong, HubSpot, and modern outbound tooling, including using call data to coach
Demonstrated experience building or refining outbound sequences, cold call talk tracks, and objection handling frameworks
Experience hiring, onboarding, and ramping BDRs, including managing performance issues directly and fairly
Analytical mindset with comfort living in pipeline and activity data, and the ability to translate it into coaching decisions
High accountability and a willingness to set a hard standard and hold the line on it
Excellent communication skills, both with your team and with cross-functional partners in Marketing, Product Marketing, and RevOps
Ability to operate autonomously and manage competing priorities without constant direction
Based in Utah with the ability to work from the Lehi office 4-5 days per week

Nice To Haves

eCommerce experience preferred

Responsibilities

Lead, coach, and develop a team of 6 to 8 BDRs, owning their day-to-day performance, career development, and quota attainment
Own the outbound pipeline number for North America, forecasting meetings and opportunities weekly and reporting results to sales leadership
Hold the team to clear activity and quality standards across dials, emails, and social touches, and address gaps quickly and directly
Run daily call blocks, live coaching, and weekly 1:1s focused on measurable skill development
Build and continuously refine outbound sequences, talk tracks, and objection handling by vertical, partnering with Sales Enablement and Product Marketing
Own BDR onboarding and ramp, getting new hires to full productivity inside a defined ramp window
Partner with Marketing on target account lists, lead routing, and inbound follow-up standards
Own the BDR to AE handoff, including meeting qualification criteria, opportunity hygiene, and pipeline quality feedback loops
Use Gong, HubSpot, and outbound tooling to surface patterns in what is working, coach against real call data, and drive improvement in connect, meeting-held, and opportunity conversion rates
Recruit, interview, and hire BDRs as the team scales, and build a bench of talent for internal promotion into AE roles
Establish and track the KPIs that define outbound success, and make the case for changes when the data says something is not working