Manager, Sales Development

Browserbase; San Francisco (CA); On-site; USD 165,000 - 205,000; Full time

Benefits offered by this job

Competitive salary plus meaningful ES

Medical, dental and vision coverage

401(k)

Daily catered lunches and fully stocke

Unlimited access to AI tools and creds

Team offsites and company events

Job summary

Browserbase is seeking a senior SDR leader to build and grow a high-performing, developer-friendly SDR team in San Francisco. You will coach, hire, and develop reps, focusing on outcomes and value-based outreach to boost SQL to SQO conversions.

You will own pipeline targets, collaborate with AEs and Marketing, and leverage AI workflows to drive predictable growth. A fast-paced, startup environment awaits with equity and strong compensation.

Qualifications

• Led or built an SDR/BDR team at a high-growth B2B company selling technical products.
• Proven track record of hitting team pipeline targets and improving conversions.
• AI-native—built workflows with AI tools and demonstrated impact.
• Willing to work from San Francisco office 4 days a week, or relocate.

Responsibilities

• Lead, coach and grow the SDR team from hiring to weekly coaching and career development.
• Build a value-based pipeline strategy focused on customer outcomes to improve SQL to SQO conversion.
• Set the team up to deliver 3x qualified pipeline through targeted outreach and AI-driven workflows.
• Own the team's SQO number and report on pipeline, conversion and forecast.

Skills

Leadership

Coaching

Pipeline strategy

AI workflows

Developer empathy

Adaptability

Communication

Tools

Amplemarket

Clay

Nooks

Job description

We are a Series B startup that grew our revenue 5x in 2025 and are continuing to grow, fast. Backed by Kleiner Perkins, CRV, and Notable Capital, our team is building on our CEO's founding vision to power the world's best AI tools and help everyone automate the web.

About the role

What you'll do

• Lead, coach and grow the SDR team, from hiring and onboarding to weekly coaching and career development.
• Build a value-based pipeline strategy that leads with customer outcomes and use cases, not volume, to improve our SQL to SQO conversion rate.
• Set the team up to deliver 3x qualified pipeline through sharper targeting, messaging, process and AI-driven workflows.
• Build the strategy and presence of our pipeline engine: the systems, data, tooling, metrics and culture that make pipeline predictable and repeatable.
• Partner with AEs, Sales Engineers, TCSMs and Marketing on clear rules of engagement, SQO definitions and handoffs.
• Own the team's SQO number, and report on pipeline, conversion and forecast.
• Learn our product deeply and coach SDRs to be credible with technical buyers.

What success looks like in year one

• The team beats 100% of its SQO target, with a measurable lift in SQL to SQO conversion.
• You're fluent in our product and your SDRs hold their own with engineering leaders.

You're a good fit if you...

• Have led or built an SDR or BDR team at a high growth B2B company, ideally one selling technical products.
• Have a track record of hitting team pipeline targets and improving conversion, not just activity.
• Are deeply curious and consultative. You teach reps to uncover pain and prescribe solutions.
• Are AI-native. You've built your own workflows with tools like Claude and can show what you automated and what it changed.
• Learn and adapt fast, and are comfortable with ambiguity and change.
• Bring humility, grit, a bias for action and a low ego.
• Have strong technical aptitude and can make a developer-first product make sense to any buyer.
• Are willing to work from our San Francisco office 4 days a week, or to relocate.

We care less about years of experience and more about the qualities above.

Nice to haves

• Experience with prospecting tools like Amplemarket, Clay or Nooks.
• Experience launching outbound into new verticals or segments.
• Experience building an SDR function from scratch at an early-stage company.
• Experience selling developer tools, APIs or infrastructure.

Why you should join us

• Build the pipeline engine for a category-defining infrastructure company, and own how the market discovers it.
• Join a lean team where your work directly drives company growth, with high visibility to leadership.
• Work alongside people who raise the bar with every hire.
• Competitive salary plus meaningful early-stage equity
• Medical, dental and vision coverage for you and your dependents
• 401(k)
• Daily catered lunches and a fully stocked kitchen in our downtown San Francisco office
• Unlimited access to AI tools and credits
• Regular team offsites and company events

OTE (includes base + commission)

$165,000 - $205,000 USD

If you need a reasonable accommodation at any point during the application or interview process, please contact your recruiter.