BDR Manager

Uncover; San Francisco, Northern (CA, KY); Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Healthcare Coverage

401(k) with Company Match

Equity

Unlimited PTO

Daily Lunch Stipend

Wellness Stipend

Commuter Benefits

Parental Leave

Job summary

Plenful is seeking a BDR Manager to lead three BDRs while maintaining a personal quota. The role is hybrid in San Francisco or remote for candidates in Pacific/Mountain time zones.

You will refine the outbound playbook, coach the team, and drive top-of-funnel opportunities in a fast-growing AI-powered healthcare GTM environment.

Qualifications

• 4–6 years of relevant sales or GTM experience with 2+ years as a BDR/BDR Team Lead
• Proven track record of meeting or exceeding quota
• Experience in modern AI-forward B2B tech environments, healthcare experience preferred

Responsibilities

• Carry a personal quota—intro calls completed and qualified, and sales-qualified opportunities created monthly.
• Manage, coach, and develop a team of 3 BDRs; run pipeline reviews, listen to live calls, set high activity standards.
• Report blockers, learnings, and opportunities to the Head of Marketing.
• Bring a proven AI playbook to prospect, personalize, and scale outbound with Claude, Clay, Zoominfo, Gong.
• Own the outbound playbook end to end—messaging, sequencing, targeting, and adapt it based on field results.
• Convert Marketing inbound and events into qualified meetings contributing to the team’s quota.
• Partner with the Director of ABM and Demand Gen to leverage marketing momentum.
• Collaborate with Sales and RevOps on lead routing and qualification criteria between BDRs and Account Executives.
• Recruit, hire, and ramp new BDRs as the team grows.

Skills

Coaching

Leadership

Outbound selling

AI tools proficiency

Team development

Tools

Claude

Clay

Zoominfo

Gong

Notion

Job description

About Plenful

Plenful is on a mission to transform healthcare operations from the inside out. Fresh off our $50M Series B and backed by Notable Capital, Bessemer Venture Partners, TQ Ventures, Susa/Kivu Ventures, and other leading investors, we’re building the category-defining AI workflow automation platform that healthcare teams rely on to operate smarter, faster, and more efficiently. Our technology empowers healthcare operators across hospital and health systems, pharmacies and payors to eliminate manual work, reduce administrative burden, and improve compliance, all while unlocking critical revenue to fund programs for their in-need patient populations.

Built by healthcare operators for healthcare operators, Plenful is driven by a deep understanding of the challenges facing today’s care teams. We’re passionate about equipping healthcare workers with world-class tools that deliver real, measurable impact, and we’re proud to serve 90+ leading health systems across the country.

About the Role

Plenful's Business Development team is the front door to healthcare's most complex buyers, and we're looking for a BDR Manager to lead the team that opens it. You'll manage and coach a team of three BDRs while carrying your own number — up to half your time spent completing and qualifying intro calls and creating sales-qualified opportunities alongside the team you lead.

This is a lead-from-the-front role. You'll stay close to the field, sharpen our outbound playbook in real time based on what you're hearing on your own calls, and set the pace for the team through your own performance, not just your coaching. This role reports to our Head of Marketing who oversees all top of funnel pipeline goals, and works in close partnership with Sales leadership and RevOps to transform our BDR motion as we scale past Series B.

This role is hybrid Monday/Wednesday if located in San Francisco. Otherwise, we are open to a remote hire based in Pacific or Mountain time zones.

What You’ll Do

• Carry a personal quota — intro calls completed and qualified, and sales-qualified opportunities created each month — representing up to 50% of your time, so you stay close to the field and coach from direct, current experience.
• Manage, coach, and develop a team of 3 BDRs: run pipeline reviews, listen to and workshop live calls, and hold a high bar for activity and output.
• Report up blockers, learnings, and opportunities to the Head of Marketing.
• Bring a proven AI playbook to the team: implement and continuously improve how we use Claude, Clay, Zoominfo, Gong, and other tooling to prospect, personalize, and scale outbound without adding headcount.
• Own the outbound playbook end to end — messaging, sequencing, targeting — and evolve it based on what's working in the field right now, not what worked last quarter.
• Convert interest from Marketing inbound and events into qualified meetings, contributing to your team’s quota.
• Partner with the Director of ABM and Demand Gen to build momentum from marketing campaigns and GTM launches.
• Partner with Sales and RevOps leadership on lead routing, handoff quality, and qualification criteria between BDRs and Account Executives.
• Recruit, hire, and ramp new BDRs as the team grows.

You May Be a Fit If

• 4-6 years relevant sales or GTM experience with 2+ years as a recent BDR/BDR Team Lead with proven track record of meeting or exceeding quota
• Has been a BDR and grew into a BDR Team Lead or equivalent — someone who has seen what great looks like and has a track record of exceeding their own quota, not just managing others to theirs.
• Ready to grow into people management, or already has some early BDR management/team lead experience.
• Comes from a modern, AI-forward B2B tech company — healthcare experience is preferred, but not required. We're looking for someone who has personally onboarded and used AI tools to become more productive, personalize outbound at scale, and do more with a smaller team.
• A systems thinker who can evolve how the team works, not just run the current playbook harder.
• Proficiency with our stack — Claude, Notion, Clay, Zoominfo, and Gong — is a strong plus.
• Contagious, competitive sales energy. You want to win, and you inspire your team to feel that every day.
• Comes from a company that has scaled ahead of where Plenful is today (Series B+) — you've seen more mature go-to-market motions and know what to build toward.
• Comfortable holding a high bar and having tough conversations. We're not looking for a cheerleader — we want someone who can be firm, direct, and still deeply care about the people on their team and support their ability to grow within Plenful.

Why You'll Love Working Here

Mission-Driven, World-Class Team — Join an exceptional group of professionals aligned around a meaningful mission and committed to making an impact

Opportunities for Growth — Strengthen your expertise through collaboration with experienced, high-performing leaders across the organization

Flexible Hybrid Work Environment — We're remote-first, with meaningful office presence in San Francisco and New York. R&D roles follow a hybrid model, with two days per week in our San Francisco office

Benefits & Perks

• Healthcare Coverage — Full medical, dental, and vision insurance for you and participation for your family
• 401(k) with Company Match — Plenful matches 50% of your first 3% contributed
• Equity — Every full-time employee shares in our success
• Unlimited PTO — Take the time you need, when you need it
• Daily Lunch Stipend — $100/week to cover your midday meals
• Wellness Stipend — $100/month to support your health and well-being
• Commuter Benefits — $100/month for SF and NYC-based employees
• Parental Leave — Paid leave to support growing families