BDR Manager

Wayground (formerly Quizizz); New York (NY); Hybrid; USD 130,000 - 150,000; Full time

Benefits offered by this job

Healthcare coverage

On-site 4 days/week

Hybrid work options

Flexible PTO

Professional development opportunities

Job summary

Wayground, a global education SaaS platform, is seeking a BDR Manager to lead our national BDR team and drive top-of-funnel pipeline across districts and schools.

You'll partner with Sales, Marketing, and Enablement to build repeatable outbound systems, coach the team to a strong framework, and maintain CRM dashboards. This hybrid NYC role emphasizes developing people and a high-energy office culture.

Qualifications

• 2–4 years of BDR/SDR experience in EdTech or SaaS.
• 1–2 years managing a team of 5–10.
• Proven pipeline targets with measurable improvements.
• Experience selling to K-12 districts or public sector preferred.
• Builder mentality; thrives in fast-growth environments.
• Strong coaching: roleplays, sequences, feedback.
• CRM hygiene, dashboards, data-driven decisions.

Responsibilities

• Directly manage the BDR team; conduct 1:1s, coaching, and weekly skill sprints.
• Develop and iterate the BDR playbook: sequences, talk tracks, event strategy, onboarding.
• Own pipeline targets and metrics; ensure activity and quality standards.
• Coach to a consistent sales framework (Outbound Squad, MEDDPICC) with roleplays and reviews.
• Partner with Sales and Marketing to refine messaging and CRM dashboards.
• Turn conference/event presence into pipeline by engaging district and school leaders in person.
• Hire and onboard new BDRs; build development plans for future AEs or senior roles.
• Foster a high-energy in-office culture with accountability and collaboration.
• Balance accountability with development and psychological safety.

Tools

Salesforce

Outreach.io

Gong Engage

ZoomInfo

Apollo

Job description

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, Outreach.io 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

Working at Wayground

- Healthcare coverage for you and your dependents.

- Competitive compensation.

- On-site presence 4 days/week, flexible PTO, hybrid work options.

- Additional health, financial, and professional development benefits.

If you are looking for an opportunity to make an impact in the education technology space and contribute to the growth of a fast-paced and innovative company, Wayground is the perfect place for you. Join us in creating engaging learning experiences that inspire students worldwide!