SDR/ BDR Manager

Wayground; New York, Northern (NY, KY); 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

Job summary

Wayground is seeking a BDR Manager to lead and grow our national Business Development team. You will own outbound prospecting across districts and schools, partnering with Sales leadership to build repeatable systems and a data-driven culture.

You will recruit, coach, and develop a high-performing team, shape the BDR playbook, and align marketing, enablement, and AE handoffs to drive pipeline across the country.

Qualifications

• 2–4 years of BDR/SDR experience, including 1–2 years managing a team of 5–10
• Proven track record of hitting or exceeding pipeline targets and coaching for results
• Experience selling to K-12 districts or public sector preferred
• Builder mentality; creates process and structure in fast-paced, high-growth environment
• Strong coaching capability: running roleplays, reviewing sequences, and delivering direct feedback
• Excellent CRM hygiene and data-driven management of dashboards

Responsibilities

• Direct manager for the BDR team; oversee daily performance and development through regular 1:1s, coaching, and skill sprints
• Build and iterate the BDR playbook, including sequences, talk tracks, event strategy, and onboarding
• Own pipeline targets and metrics; ensure accountability to activity and quality standards
• Coach to a consistent sales framework; conduct roleplays, sequence reviews, and training sessions
• Collaborate with Sales and Marketing to refine messaging and ensure clean CRM dashboards
• Turn conference/event presence into pipeline by engaging district and school leaders
• Hire and onboard new BDRs; identify gaps and develop future AEs or leaders
• Foster an energetic in-office culture with strong accountability and psychological safety
• Balance accountability with development to sustain high performance

Skills

BDR/SDR experience

Team management

Coaching

CRM hygiene

Cross-functional collaboration

Sales coaching

Tools

Salesforce

Outreach.io

Gong Engage

ZoomInfo

Apollo

Job description

About Us

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

$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!

Wayground is an equal opportunity employer and we believe diversity is key to our success.