About the role

Our Business Development Reps (BDRs) are the first people new brands meet at ShopMy. They find brands that fit, start the conversation, and book qualified meetings for our Account Executives. That net-new pipeline is where most of our new revenue starts.

The BDR team is scaling quickly, and we're hiring a Business Development Manager to help lead it. You'll own a pod of BDRs, coach them day to day, hit your team's meeting and pipeline goals, and build the systems that let the team keep growing. You'll work closely with our AEs, RevOps and Enablement teams.

This is a player-coach role. You should be able to jump on a call, rewrite an email, or build a target list alongside your reps, then turn what works into something the whole team can use.

What you'll do

Lead and coach your team

• Manage a pod of BDRs with weekly 1:1s, clear goals and direct feedback
• Review outreach with reps and coach them in the moment on messaging, objection handling and booking meetings
• Spot who's struggling early and build a plan with them to get back on track
• Develop reps into their next role, whether that's AE or another cross-functional role
• Help interview and hire new BDRs as the team grows

Own the number

• Own your team's monthly and quarterly goals for meetings booked and qualified pipeline
• Track activity, reply rates, meetings held and meeting-to-opportunity conversion, and act fast when something slips
• Partner with the Brand Growth team on which brands and segments each rep should target

Build how the team works

• Create and refine outreach playbooks, email templates, account trackers and prioritization strategies
• Onboard new BDRs so they ramp faster
• Work with Enablement on training, and bring what's working in the field back to them
• Keep Salesforce clean so everyone can trust the pipeline numbers

Work across teams

• Partner with AE managers so meetings are handed off smoothly and AEs get the context they need
• Share feedback from the field with Marketing, Product and RevOps
• Report on team results and trends to sales leadership

Who you are

• 2+ years as a people manager of BDRs or SDRs (formal management, not team lead)
• 4+ years in B2B sales, including time as a top-performing BDR yourself
• You've owned a team's meetings or pipeline quota and consistently hit or exceeded it
• You coach by doing. You're comfortable leading strategy sessions, rewriting outreach and showing a rep what good looks like.
• You're comfortable with numbers and can use Salesforce reports to see where the team is winning and where it's stuck
• A clear, direct communicator who gives honest feedback in a way that helps people grow
• Organized and able to keep a fast-moving team on track without losing sight of each rep
• You like building. You're happy in a fast-growing startup where the playbook is still being written
• Team-first, low ego and excited to help other people succeed

Bonus points

• Experience leading BDRs in an SMB or mid-market motion
• Experience selling to fashion, beauty, wellness or consumer brands
• Background in creator, influencer or affiliate marketing
• You've helped scale a BDR team through fast hiring
• You've promoted BDRs into AE roles
• Hands-on with Salesforce, Gong, Notion and AI tools like Claude or ChatGPT

What success looks like

• First 30 days: You know every rep, their goals and their pipeline, and you understand our ICP and what it takes to hit the number.
• First 90 days: Your reps are hitting their meeting goals, and you've rolled out at least one new playbook or coaching routine.
• First 6 months: Your team hits its pipeline goal each month, new reps ramp faster, and at least one rep is on a clear path to their next role.