SDR/ BDR Manager

**About Us** We are a global learning platform on a mission to motivate every learner by empowering every educator. From K–12 classrooms and universities to corporate training settings, our platform is trusted in over 150+ countries by 75 million monthly active users. In the U.S., 90% of schools use Wayground to engage students and transform learning through technology. Wayground is a high-growth, profitable SaaS company backed by leading investors including Tiger Global, GSV, and Nexus Venture Partners. If you're excited about education and international SaaS and want to build towards a mission that you can be proud of, then Wayground is the right place for you. ## **Mission** Build, coach, and scale a U.S.-based BDR team that drives top-of-funnel pipeline across districts and schools for Wayground, aligning tightly to AE territories and outbound motions as we grow our footprint in K-12 education. ## **The Role** We're looking for a BDR Manager to lead, coach, and grow our national Business Development team. This is a pivotal role sitting at the intersection of pipeline generation, team development, and hiring. You'll own both the results and the people behind them — from outbound prospecting and targeted sequences to conference and event engagement across the country. You'll partner closely with Sales leadership to build repeatable outbound systems, coach the team to a consistent framework, and ensure tight alignment between marketing, enablement, and AEs. This leader sets the tone for a high-energy, in-office culture and isn't afraid to have the hard conversations when performance demands it. ### What You'll Do - Serve as the direct manager for our BDR team, owning day-to-day performance and development through regular 1:1s, call coaching, event coaching, and weekly skill sprints - Build and iterate on the BDR playbook — outreach sequences, talk tracks, event engagement strategy, and onboarding curriculum — as a cornerstone of the role - Own pipeline targets and metrics (meeting rates, SQL conversion, pipeline quality), holding the team accountable to activity and quality standards; address performance gaps directly through structured performance management - Coach to a consistent sales framework (e.g., Outbound Squad, MEDDPICC), running roleplays, sequence reviews, and skill-building sessions - Partner with Sales and Marketing to refine messaging and outreach flows, maintaining CRM hygiene and dashboards to manage the business by data - Coach the team on turning conference and event presence into meaningful pipeline, engaging district and school leaders in person - Hire and onboard new BDRs as the team grows; identify skill gaps and build development plans that help team members grow into future AEs or senior roles - Champion a strong in-office culture, showing up as an energizing presence that sets the standard for engagement and accountability - Balance accountability with development — build a culture of psychological safety alongside high performance ### What We're Looking For - 2–4 years of BDR/SDR experience in EdTech or SaaS, including at least 1–2 years managing a team of 5–10 - A proven track record of hitting or exceeding pipeline targets, with measurable improvements in meeting rates, SQL conversion, and pipeline quality - Experience selling to K-12 districts or public sector strongly preferred - A builder's mentality — you've created process and structure where there wasn't any before, and thrive in fast-paced, high-growth environments - Deep coaching capability: comfortable running roleplays, reviewing sequences, and delivering candid, direct feedback - Strong operational rigor: CRM hygiene, dashboards, and managing to data - Proficiency with tools like Salesforce, or Gong Engage, ZoomInfo, and Apollo - A natural motivator who leads with energy and optimism, gets energy from developing people, and holds high standards without sacrificing morale - Excellent cross-functional collaborator — works closely with AEs, marketing, and enablement to optimize the handoff - A genuine believer in in-person collaboration, with a track record of building strong office culture - **This is a hybrid role requiring employees to be in the NYC office 3–4 days per week.** ### What We Offer - A key role in an exciting journey — we're a company with ambitious targets and meaningful goals - Fantastic colleagues in a fun, high-energy environment with real opportunities to learn - Competitive compensation and benefits package - The chance to work on a meaningful mission — helping change how students learn and engage with education around the world ### Salary Range The expected on-target earnings (OTE) range for this role is **$130,000–$150,000 annually**