Pipeline Development Manager

Yoodli•Seattle, WA

11d•Hybrid

About The Position

Yoodli is hiring a Pipeline Development Manager to build and own the function that generates pipeline for its sales team. Starting with one BDR, this person will develop the team and make pipeline development a dependable part of the revenue operation. The role owns BDR hiring, coaching, playbooks, metrics, and compensation, while collaborating with Marketing, Sales, Partnerships, and RevOps to create pipeline-generating plays across channels. It is a hands-on builder role that combines operational planning with direct coaching and rep support. The position reports to the CRO. The role is based in an in-person, hybrid team environment. The posting specifies office attendance on Monday, Tuesday, and Thursday, and notes Seattle as the location or an option to relocate. Success in the first 90 days means assessing the current motion, creating an initial playbook, setting clear metrics, and opening the first hires. Within six months, the goal is a ramped team consistently hitting monthly pipeline goals and an inbound response process trusted by AEs. Within a year, pipeline development should be a predictable, measurable contributor to new business, with the team also serving as a talent pipeline for future AEs.

Requirements

At least 6 years of experience in B2B SaaS sales.
At least 3 years of experience leading SDR or BDR teams.
Experience building or scaling a BDR team at an early-stage or growth-stage company; enterprise sales experience is preferred.
Experience hiring BDRs and ramping them effectively.
Ability to coach through call listening, roleplays, and specific feedback.
Ability to manage a team using activity, conversion, pipeline-quality, and revenue-conversion data.
Ability to use AI and modern tooling to improve team productivity and personalization while maintaining human judgment.
Ability to design pipeline plays in partnership with Marketing, AEs, and Partnerships.
Comfort with ambiguity and building structure within a small team.

Nice To Haves

Experience designing BDR compensation plans and territory or account coverage models.
Hands-on experience with Clay, HubSpot, LinkedIn Sales Navigator, and sequencing tools.
Experience selling to GTM, L&D, or HR leaders.
Based in Seattle or open to relocating.

Responsibilities

Lead, coach, and grow the BDR team, beginning with one rep.
Own the BDR hiring plan, including role profile, interview process, onboarding, and ramp.
Build the BDR playbook, including target accounts, personas, messaging, sequences, call frameworks, and objection handling.
Set and run the operating cadence, including daily activity, weekly pipeline reviews, and monthly performance against goals.
Own inbound lead response, including speed, triage, prioritization, and routing to the right AE.
Partner with Marketing on campaigns and relay field insights to inform messaging, positioning, and targeting.
Partner with AEs and Partnerships on outbound plays, closed-lost re-engagement, and account coverage.
Partner with RevOps on reporting, stage definitions, HubSpot hygiene, and the BDR compensation plan.
Use Yoodli to train the team on cold calls, objection handling, and discovery before reps make calls.
Collaborate across Marketing, Sales, Partnerships, and RevOps to design pipeline-generating plays across channels.