The Business Development Representative Manager will lead a team of BDRs, driving pipeline generation, coaching, and optimizing outbound strategies, while partnering with marketing and sales.
About Us
Suger is a revenue platform that helps our customers grow on the fastest growing B2B sales channel: the cloud marketplaces of AWS, Azure, GCP, and Alibaba. Launched in 2022, we take the tech debt out of marketplace sales by providing an API-first approach to provide a last mile solution between their existing tech stack (e.g. CRM, metering solution, ERP) and the cloud marketplaces. In just 2 years, we’ve contracted with more than 200 company customers, ranging from early-stage startups to public companies.
We’re scaling our outbound engine and looking for a hands-on BDR Manager who can build, coach, and operationalize a high-performing team that consistently generates qualified pipeline.
As our BDR Manager, you’ll own the strategy, process, and performance of our BDR team - currently five BDRs with plans to grow. You will partner closely with Growth Marketing, Sales, and Partnerships to operationalize outbound motions, refine qualification criteria, and implement systems that increase SQL volume and pipeline quality.
You are equal parts coach, operator, and builder. You know how to run a metrics-driven outbound program, improve talk tracks and automation, and build reps into top performers.
This is an awesome opportunity to get involved with a growing company that practices continuous innovation, and transforming the landscape of software solutions in the B2B sales market!
What You'll Do
Team Leadership & Coaching
- Recruit, onboard, train, and mentor BDRs (ICs and future team leads).
- Run weekly 1:1s, call reviews, objection-handling workshops, and skill development programs.
- Build a performance culture rooted in accountability, clarity, and continuous improvement.
Pipeline Generation & Outbound Strategy
- Own SQL, pipeline, and activity targets for the BDR organization.
- Partner with Growth Marketing to align outbound campaigns with persona-, industry-, and intent-based plays.
- Optimize call scripts, email frameworks, LinkedIn messaging, voicemail structure, and persona-based talk tracks.
- Build Tiering and Account Selection processes that improve efficiency and increase win rates.
Process, Systems & Operations
- Implement scalable workflows in Salesforce, Apollo, HubSpot, Outreach, and other tooling.
- Define and refine qualification criteria (MEDDICC/MEDDPICC or custom scoring) to increase pipeline quality.
- Build dashboards for weekly performance reporting to Sales and Leadership.
- Develop playbooks, cadences, call guides, and templates for repeatable outbound execution.
Cross-Functional Collaboration
- Partner with AEs to improve handoff quality and shorten sales cycles.
- Loop insights from the field into Product Marketing (messaging), Partnerships (co-sell opportunities), and Product (pain points surfaced).
- Collaborate with Partner Managers to execute cloud marketplace–aligned outbound plays.
What You Bring
- 3–6+ years of BDR/SDR experience with at least 1–2 years managing a team.
- Success leading teams in outbound, sales-led SaaS environments.
- Deep understanding of outbound messaging, persona-based value props, and sales funnel dynamics.
- Proficiency with Salesforce, Apollo, Outreach/Salesloft, and modern sales tooling.
- Strong coaching DNA—able to lift IC performance quickly.
- Analytical mindset—you operate through dashboards, metrics, testing, and iteration.
- Experience working with cloud marketplace motions (nice to have but not required).
Success Looks Like
- In the first 6 months, you will have:
- Increased SQL volume and improved SQL→Opportunity conversion.
- Tightened qualification and reduced low-quality pipeline.
- Built a coaching program that raises rep call quality and messaging accuracy.
- Implemented consistent outbound plays aligned to Growth Marketing and Partnerships.
- Launched Tiering and Persona strategies that improve efficiency.
- Set the foundation for scaling the team from 5 → 6+ BDRs.
Why Join Us
- The salary range for this role is $100,000–$150,000 OTE, depending on experience, market location, and overall fit for the role.
- Top-notch team - You'll work with other top-tier talent, who have built large-scale enterprise SaaS products at top companies like Google, Meta, Microsoft, Salesforce, Confluent, Intuit, and more.
- Competitive cash and equity compensation.
- Opportunities for growth and advancement within the company.
- Flexible work environment with a strong team culture.
Top Skills
Apollo
Hubspot
Outreach
Salesforce
Salesloft
Suger San Francisco, California, USA Office
San Francisco, California, United States
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