BDR Manager

Nexl Pty Ltd; Utah; Hybrid; USD 120,000 - 180,000; Full time

Benefits offered by this job

Hybrid working in Utah hub

Comprehensive US benefits

ESOP

Four-week PTO top-up

Birthday leave

Job summary

Nexl Pty Ltd in Utah is seeking a hands-on BDR team leader who will own the US outbound pipeline. You’ll manage 4–6 BDRs, coach call blocks, listen to recordings, and get on the phone to show how it’s done so the team learns by example.

You’ll build plays and messaging for law firm personas, hire and ramp BDRs, set standards across calls, emails, and LinkedIn, and partner with Marketing on events and SLAs with AEs. This role launches the Utah hub toward scalable growth and future AE leadership.

Qualifications

• Minimum 1 year managing SDR/BDR teams in B2B SaaS with a track record of hitting pipeline targets.
• Experience building or scaling a BDR team at an early-stage company.
• Previous success as a BDR or AE and willingness to train the team via live calls.
• Experience building and refining sequences, talk tracks, and objection handling frameworks.
• Comfortable turning activity and pipeline data into coaching decisions.

Responsibilities

• Own team pipeline metrics and forecast weekly to Head of Sales.
• Run call blocks, live coaching, and weekly 1:1s focused on skill-building.
• Set clear activity and quality standards across calls, emails, and LinkedIn.
• Build and refine plays, messaging, and objection handling for law firm personas.
• Use recordings and data signals to improve connect, meetings, and conversions.
• Hire, onboard, and ramp BDRs with a defined ramp plan.
• Target accounts with Clay and data signals in collaboration with Marketing.
• Establish SLAs with Marketing and AEs for event and inbound follow-up.
• Handoff qualification criteria and pipeline quality to AEs; foster promotion paths.

Skills

BDR team leadership

SaaS outbound

Coaching

Hiring & ramp

Messaging & plays

Data-driven coaching

Tools

HubSpot

Clay

Gong

Job description

The Opportunity

You’ll lead the team that creates Nexl’s US pipeline. You’ll manage 4–6 BDRs, report to our Head of Sales, and be accountable for what they generate: meetings booked, meetings held, and opportunities that turn into revenue.

This is a hands-on role. You’ll run call blocks with the team, listen to recordings, rewrite sequences that aren’t converting, and get on the phone yourself to show how it’s done. Our pipeline comes mostly from outbound into US law firms, plus leads from Marketing’s events and webinars. Law firm leaders are busy and get pitched constantly, so the plays, messaging, and objection handling you build for them matter as much as activity levels.

You’ll lead the team from our new Utah hub, so you’ll be in the room for call blocks, coaching, and wins, and you’ll help set the tone for the hub as it grows. If you were a strong BDR, have since led a team, and want to build a BDR function that also grows future AEs, this role is for you.

What You’ll Own & Do

• Team pipeline number: Own meetings booked, meetings held, and opportunities created by the BDR team, and forecast them weekly to the Head of Sales.
• Daily coaching:Run call blocks, live coaching, and weekly 1:1s focused on building skills, not status updates.
• Standards: Set clear activity and quality standards across calls, emails, and LinkedIn, and address gaps quickly and directly.
• Plays & messaging:Build and refine sequences, talk tracks, and objection handling for each law firm persona: marketing and BD leaders, partners, and firm leadership.
• Coaching on real data: Use call recordings and HubSpot pipeline data to spot what’s working and lift connect, meeting-held, and conversion rates.
• Hiring & ramp: Hire BDRs with our People & Culture team, own onboarding, and get new hires fully productive inside a defined ramp window.
• Account targeting: Use Clay, AI, and data signals to build target account lists with Marketing and focus the team on the right firms.
• Event & inbound follow-up: Agree lead routing and speed-to-lead standards with Marketing for event, webinar, and website leads.
• BDR to AE handoff: Own qualification criteria and pipeline quality, and run a feedback loop with AEs on the meetings they receive.
• Career paths: Build a bench of BDRs ready for promotion into AE roles.

What We’re Looking For

Must haves:

• 1 years managing an SDR or BDR team in B2B SaaS, with a track record of hitting team pipeline targets.
• Experience building or scaling a BDR team at an early-stage company.
• Success as a BDR or AE yourself, and happy to get on the phone and show the team how it’s done.
• Experience building and refining sequences, cold call talk tracks, and objection handling frameworks.
• Comfortable living in activity and pipeline data, including call recordings, and turning it into coaching decisions.
• Experience hiring, onboarding, and ramping BDRs, and managing performance issues directly and fairly.
• You set a clear bar and hold the line on it.
• You work well with Marketing and AEs, and you’re comfortable agreeing SLAs with both.

Nice to haves:

• Experience selling into law firms or other professional services businesses.
• Advanced HubSpot reporting, Clay, or data-enrichment experience.
• Experience with conversation intelligence tools such as Gong.

What Success Looks Like

• First 90 days: Plays and messaging for our law firm personas are live, standards and SLAs with Marketing and AEs are agreed, and you have a hiring plan for the team.
• By six months: The team is consistently hitting its pipeline targets and AEs trust the meetings they receive.
• By 12 months: The BDR team is a predictive source of pipeline and at least one BDR is ready to step into an AE role.

Life at Nexl

• Hybrid working. You’ll be in our Utah hub a few days a week for collaboration.
• Comprehensive US benefits package including medical, dental, and 401(k).
• Nexler top-up days. We top up your paid time off so you get at least 20 days a year.
• Work from anywhere. Spend up to four weeks a year working from outside the US.
• Birthday leave. Take a paid “Nexl Day” during the week of your birthday.
• High growth. A scaling environment with autonomy, ownership, and visible impact.
• ESOP. Employee stock options so you share in the upside.
• Parental leave. Paid leave to support you and your family as it grows.
• Transparent by default. Fortnightly all-hands with strategy, metrics, wins and learnings.
• Purposeful connection. A jam-packed social scene with multiple socials, team off‑sites and events throughout the year to bring everyone together.
• Tools & tech. Modern, AI‑first ways of working to help you move faster and smarter, plus a work laptop.