Business Development Manager

AfterShip; Lehi (UT); Hybrid; USD 90,000 - 150,000; Full time

Benefits offered by this job

Competitive compensation

Healthcare coverage offered from day 1

Retirement plans including company mat

Unlimited PTO

Annual learning & wellness benefit

Monthly book perk

Career progression & professional dev

In-office lunch and commuter benefits

Job summary

AfterShip, a Great Place to Work Certified company, is seeking a hands-on BDR Manager to lead a 6–8 person outbound team in North America. You’ll coach live calls, optimize sequences, and partner with Marketing to drive high-quality pipeline while aligning with RevOps and Sales leadership.

The role is hybrid, based in Lehi, UT, with in-office presence 4–5 days a week, reporting to the Head of Sales. You will build ramp plans, establish KPIs, and hire/train new BDRs to scale outbound results,

Qualifications

• 1–2 years of experience managing a BDR/SDR team with a track record of hitting pipeline targets.
• SaaS and eCommerce familiarity is preferred, with prior BDR/AE experience a plus.
• Proficiency with Gong, HubSpot, and modern outbound tooling to coach from call data.

Responsibilities

• Lead, coach, and develop a team of 6–8 BDRs, owning daily performance and quota attainment.
• Own the outbound pipeline for North America, forecasting meetings and opportunities weekly.
• Enforce clear activity and quality standards across dials, emails, and social touches.
• Run daily call blocks, live coaching, and weekly 1:1s focused on skill development.
• Refine outbound sequences, talk tracks, and objections by vertical with Marketing enablement.
• Own BDR onboarding and ramp to full productivity within a defined ramp window.
• Collaborate with Marketing on target accounts, routing, and inbound follow-up standards.
• Oversee the handoff from BDR to AE, ensuring qualification criteria and pipeline hygiene.
• Use Gong, HubSpot, and outbound tooling to surface patterns and drive coaching against real data.
• Recruit, interview, and hire BDRs to scale the team and build internal promotion paths.
• Define and track outbound KPIs and justify changes based on data.

Skills

BDR management

SaaS

Gong

HubSpot

Outbound sequences

Hiring & ramping

Data-driven

Tools

Gong

HubSpot

Job description

About Us

AfterShip, a Great Place to Work Certified company, is transforming the global eCommerce landscape. Founded in 2012, AfterShip is a post-purchase SaaS company on a mission to build the world's leading automation platform for ecommerce merchants.

About Us

AfterShip, a Great Place to Work Certified company, is transforming the global eCommerce landscape. Founded in 2012, AfterShip is a post-purchase SaaS company on a mission to build the world's leading automation platform for ecommerce merchants.

AfterShip unifies shipping & labels, order tracking, AI predictive delivery, and returns management into one system—giving merchants a single place to manage and automate everything that happens after checkout. By centralizing these workflows, AfterShip enables merchants to reduce customer support inquiries, deliver a more reliable and engaging customer experience, and unlock incremental revenue at every post-purchase touchpoint.

AfterShip integrates seamlessly with eCommerce platforms including Shopify and TikTok Shop, and connects with more than 1,200 carriers worldwide. Today, over 20,000 businesses—including Samsung, Gymshark, Mejuri, Dr. Squatch, and Alo Yoga—rely on AfterShip to turn every post-purchase moment into an opportunity to build trust, reduce costs, and drive repeat purchases.

Built for a global market from day one, AfterShip operates with an engineering-driven, internationally distributed team. The company employs more than 450 people across 8 offices, spanning North America, Europe, and Asia, and representing over 20 cities worldwide.

Your Mission:

The BDR Manager will lead and scale AfterShip\'s outbound engine in North America, reporting directly to the Head of Sales. You will own a team of 6 to 8 BDRs and be accountable for the pipeline they generate: meetings booked, meetings attended, and opportunities that convert into real revenue.

This is a hands-on, in-the-trenches leadership role. You will be on the floor coaching live calls, listening to recordings, rewriting sequences that are not converting, and holding the team to a high activity and quality bar every single day. You will find a strong foundation already in place, including defined ramp plans, comp structures, activity standards, and outbound sequences by vertical. Your job is to run it, sharpen it, and scale it.

This is a hybrid position with an expectation to be in the Utah office in Lehi 4-5 days per week. Outbound teams are built in person, and this role is at the center of that.

What You\'ll Do:

• Lead, coach, and develop a team of 6 to 8 BDRs, owning their day-to-day performance, career development, and quota attainment


• Own the outbound pipeline number for North America, forecasting meetings and opportunities weekly and reporting results to sales leadership


• Hold the team to clear activity and quality standards across dials, emails, and social touches, and address gaps quickly and directly


• Run daily call blocks, live coaching, and weekly 1:1s focused on measurable skill development, not status updates


• Build and continuously refine outbound sequences, talk tracks, and objection handling by vertical, partnering with Sales Enablement and Product Marketing


• Own BDR onboarding and ramp, getting new hires to full productivity inside a defined ramp window


• Partner with Marketing on target account lists, lead routing and inbound follow-up standards


• Own the BDR to AE handoff, including meeting qualification criteria, opportunity hygiene, and pipeline quality feedback loops


• Use Gong, HubSpot, and outbound tooling to surface patterns in what is working, coach against real call data, and drive improvement in connect, meeting-held, and opportunity conversion rates


• Recruit, interview, and hire BDRs as the team scales, and build a bench of talent for internal promotion into AE roles


• Establish and track the KPIs that define outbound success, and make the case for changes when the data says something is not working

Who We\'re Looking For:

• 1-2 years of experience managing a BDR or SDR team, with a track record of hitting team pipeline targets


• SaaS experience required, eCommerce experience preferred


• Prior success as a BDR or AE yourself, with the ability to get on the phone and show the team how it is done


• Proficiency with Gong, HubSpot, and modern outbound tooling, including using call data to coach


• Demonstrated experience building or refining outbound sequences, cold call talk tracks, and objection handling frameworks


• Experience hiring, onboarding, and ramping BDRs, including managing performance issues directly and fairly


• Analytical mindset with comfort living in pipeline and activity data, and the ability to translate it into coaching decisions


• High accountability and a willingness to set a hard standard and hold the line on it


• Excellent communication skills, both with your team and with cross-functional partners in Marketing, Product Marketing, and RevOps


• Ability to operate autonomously and manage competing priorities without constant direction


• Based in Utah with the ability to work from the Lehi office 4-5 days per week

At AfterShip, we know great talent doesn't always fit every requirement. If you're passionate about our mission and believe you can make an impact, we encourage you to apply.

Why You Should Join Us:

• Great Place to Work Certified: We've been recognized for our inclusive, values-driven culture that celebrates diversity and collaboration.


• Innovative & Inclusive Culture: Started by our software engineer-turned-CEO, AfterShip is built on curiosity, creativity, and collaboration. We're a passionate, global team of problem solvers who put egos aside to innovate together. We take immense pride in fostering a culture that's inclusive, which has allowed us to surround ourselves with the industry's most talented professionals.


• Ambitious Mission with Real Impact: Join us in transforming eCommerce by making buying and selling easier for everyone. It's one of the most dynamic spaces in tech, with limitless opportunities to innovate and grow.


• Thrive & Grow: There's no ceiling to what you can achieve or learn here. We're committed to empowering your career while advancing together as a company.

Perks:

• Competitive compensation


• Healthcare coverage offered from day 1


• Retirement plans including company match


• Unlimited PTO


• Annual learning & wellness benefit


• Monthly book perk


• Career progression & professional development


• In-office lunch and commuter benefits for those located in our hub locations

We are an equal opportunity employer and provide accommodations upon request throughout the recruitment process, in accordance with local legislation. Please let us know if you require any support, and we\'ll work with you to meet your needs.

This job posting is for a new position. We believe in hiring right over hiring fast. While timelines may vary, we\'re looking to fill this role as soon as possible.

Our hiring process uses AI to help with initial resume screening and to support interview note-taking. These tools help our team stay organized and fair, but all hiring decisions are made by people.