Senior Manager, BDR Operations & Engagement

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Work closely with Marketing Ops and Revenue Ops to ensure data hygiene and attribution models remain consistent across territories, while advocating for the specific nuances of our inbound BDR motion. •

Influence the global BDR roadmap, ensuring optimizations to the Lead-to-SQO-to-VO conversion rates are prioritized and executed. •

Partner closely with the Marketing Ops, and RevOps and Business Systems teams to design and optimize systems, lead-scoring logic, and tech stack updates that power our inbound funnel.

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Ensure that when an MQL is triggered, the BDR team has the immediate context, research, and tools they need to strike while the iron is hot. •

Build distinct outreach strategies for different inbound sources . •

Analyze call recordings to identify common friction points for inbound leads. Translate these insights into training materials and updated messaging scripts to improve conversion rates. •

Analyze 'Speed-to-Lead' impact on conversion and implement SLA protocols to maximize connect rates. •

Run A/B testing in collaboration with Demand Gen and BDRs to identify best subject lines, call scripts, and multi-channel sequencing strategies.

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Design high-conversion plays to mine our existing database. Create strategies for BDRs to target "Closed-Lost" opportunities, stalled leads, and "dark" prospects who are showing renewed intent signals. •

Move beyond simple lead follow-up. Partner with Field Marketing to design strategic pre-event outreach and post-event blitzes that prioritize high-value attendees over general foot traffic. •

Define the strategy for low-intent inbound leads (e.g., eBook downloads). Determine when a BDR should intervene manually versus when a lead should remain in marketing nurture.

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Identify opportunities to refine the scoring models that turn a "Lead" into a "Marketing Qualified Lead" (MQL). •

Analyze funnel performance and continuously refine the systems and process logic that improve lead-to-MQL, MQL-to-SQO, and SQO-to-VO conversion rates. •

Act as the voice of the BDR team back to Demand Gen. Provide qualitative and quantitative data on lead quality to help Marketing refine targeting and reduce "junk" volume.

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Analyze inbound lead volume trends (seasonality, campaign spikes) to forecast BDR capacity needs. •

Ensure we have the right coverage during peak marketing pushes so no lead is left behind, and optimize territory distribution to balance lead flow.

You possess the conviction to champion necessary changes and the professional maturity to maintain the deep, trust-based relationships. •

You excel at turning business goals into clear operational requirements. You don't just build reports; you interpret what the data says about our strategy. •

You understand the friction a BDR faces on a cold call and build processes that reduce that friction. •

You are comfortable managing a schedule that requires working with a global team spanning from Sydney, Tel Aviv, London, New York, and San Francisco. •

You are technically savvy in Salesforce, Marketo, and Outreach. You use this knowledge not just to "admin" the tools, but to provide the clear technical context our Operations partners need to execute your strategic vision. The posted pay range represents the anticipated low and high end of the compensation for this position and is subject to change based on business need. To determine a successful candidate’s starting pay, we carefully consider a variety of factors, including primary work location, an evaluation of the candidate’s skills and experience, market demands, and internal parity. For roles with on-target-earnings (OTE), the pay range includes both base salary and target incentive compensation. Target incentive compensation for some roles may include a ramping draw period. Compensation is higher for those who exceed targets. Candidates may receive more information from the recruiter. Pay Range $142,500 — $190,000 USD