BDR Manager

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About the Role We're hiring a frontline Business Development Manager to lead our upmarket BDR team as Sona scales across Europe and North America. This is a hands-on player-coach role: you'll be in the call blocks, in the data, and in the room coaching reps in real time, setting the standard for what great outbound looks like.
You'll own the day-to-day running of the team: the operating rhythm, the coaching, the pipeline reviews, and the playbook that turns a promising function into a genuine growth engine. You'll work closely with Sales, Marketing and Product to point pipeline generation at the right opportunities, and embed AI into how BDRs work.
This isn't a role for someone who needs an established machine to step into. You'll be building and shaping as you go, and creating the pathways that help BDRs grow into their next roles.

Responsibilities Lead, coach and develop a team of BDRs prospecting upmarket, through regular 1:1s, live call coaching, pipeline reviews and development plans

Lead from the front: prospect alongside the team and model the call quality, messaging and standard you expect

Build and run the team's operating rhythm: targets, KPIs, dashboards, cadences and reporting

Own and evolve the BDR playbook, including upmarket outbound motions, multi-threading and account-based prospecting

Hire, onboard and ramp new BDRs, and manage performance

Build clear progression pathways for BDRs into their next roles

Embed AI into the BDR workflow to sharpen targeting, outreach and team productivity

Partner with Account Executives, Marketing and Product to align pipeline generation with business priorities

Requirements You've coached BDRs day to day, and can point to reps you've developed and promoted

You've managed BDRs prospecting into upmarket accounts

You lead from the front: you're credible on the phone and in the data

You've built a BDR team playbooks from the ground up, designing and implementing a operating model, and you can show it with specific examples

You bring a B2B SaaS or high-growth scale up background, and you're comfortable with the pace, ambiguity and ownership that comes with it

You're numbers-driven and run your team on data and metrics, not instinct

You can foster an in office culture

Bonus: experience in or selling into Hospitality, Care or Retail; hands-on experience using AI in an outbound workflow; familiarity with Lemlist, Clay or similar tools; or having built a BDR-to-AE progression pathway

Benefits Salary: £75,000 - £85,000 + bonus (depending on experience) - to be confirmed

Hybrid - minimum 3 days per week in the London office

Share options

35 days annual leave (25 days standard plus 10 flexible public holiday days)

Extra day of leave for every year of service

Pension contributions matched up to 5%

Comprehensive health insurance

Enhanced parental leave & pay

Co-working space stipend for those based outside London

Bi-annual all expenses paid team retreats

The latest Macbook and equipment budget for your home office

Professional development budget

Unlimited free books

Note: this represents a typical benefits package for a UK-based, full-time employee. Exact details may vary based on location and employment type but we try to be as fair as possible to all of our team members. Please ask your contact in the Talent team to clarify the available benefits for you.
Compensation: £75K – £85K • Offers Equity
• £75K – £85K • Offers Equity
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