BDR Manager

About UsWe 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. MissionBuild, 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 RoleWe'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 DoServe 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 sprintsBuild and iterate on the BDR playbook — outreach sequences, talk tracks, event engagement strategy, and onboarding curriculum — as a cornerstone of the roleOwn 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 managementCoach to a consistent sales framework (e.g., Outbound Squad, MEDDPICC), running roleplays, sequence reviews, and skill-building sessionsPartner with Sales and Marketing to refine messaging and outreach flows, maintaining CRM hygiene and dashboards to manage the business by dataCoach the team on turning conference and event presence into meaningful pipeline, engaging district and school leaders in personHire 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 rolesChampion a strong in-office culture, showing up as an energizing presence that sets the standard for engagement and accountabilityBalance accountability with development — build a culture of psychological safety alongside high performance What We're Looking For2–4 years of BDR/SDR experience in EdTech or SaaS, including at least 1–2 years managing a team of 5–10A proven track record of hitting or exceeding pipeline targets, with measurable improvements in meeting rates, SQL conversion, and pipeline qualityExperience selling to K-12 districts or public sector strongly preferredA builder's mentality — you've created process and structure where there wasn't any before, and thrive in fast-paced, high-growth environmentsDeep coaching capability: comfortable running roleplays, reviewing sequences, and delivering candid, direct feedbackStrong operational rigor: CRM hygiene, dashboards, and managing to dataProficiency with tools like Salesforce, Outreach.io or Gong Engage, ZoomInfo, and ApolloA natural motivator who leads with energy and optimism, gets energy from developing people, and holds high standards without sacrificing moraleExcellent cross-functional collaborator — works closely with AEs, marketing, and enablement to optimize the handoffA genuine believer in in-person collaboration, with a track record of building strong office cultureThis is a hybrid role requiring employees to be in the NYC office 3–4 days per week. What We OfferA key role in an exciting journey — we're a company with ambitious targets and meaningful goalsFantastic colleagues in a fun, high-energy environment with real opportunities to learnCompetitive compensation and benefits packageThe chance to work on a meaningful mission — helping change how students learn and engage with education around the world Salary RangeThe expected on-target earnings (OTE) range for this role is $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!