Business Development Manager

About the Role

AfterShip is seeking a BDR Manager to lead and scale our 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 leadership role where you will coach live calls, refine outbound sequences, and maintain high activity and quality standards. The role is hybrid, with an expectation to be in the Utah office in Lehi 4-5 days per week.

Responsibilities

• 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, addressing gaps quickly and directly
• Run daily call blocks, live coaching, and weekly 1:1s focused on measurable skill development
• 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, ensuring new hires reach full productivity within 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, coach using real call data, and drive improvement in connect, meeting-held, and opportunity conversion rates
• Recruit, interview, and hire BDRs as the team scales, building a bench of talent for internal promotion into AE roles
• Establish and track KPIs that define outbound success, making data-driven recommendations for improvements

Requirements

• 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, with the ability to demonstrate effective outbound techniques
• 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 in pipeline and activity data, translating insights into coaching decisions
• High accountability and willingness to set and uphold high standards
• Excellent communication skills with both your team and cross-functional partners (Marketing, Product Marketing, 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

About AfterShip

AfterShip, a Great Place to Work Certified company, is transforming the global eCommerce landscape. Founded in 2012, we are 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.

Our platform integrates seamlessly with eCommerce platforms like Shopify and TikTok Shop and connects with over 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.

AfterShip operates with an engineering-driven, internationally distributed team of over 450 people across 8 offices in North America, Europe, and Asia, representing over 20 cities worldwide.

Benefits

• Competitive compensation
• Healthcare coverage from day 1
• Retirement plans with 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 hub locations

Why Join Us

• Great Place to Work Certified: Recognized for our inclusive, values-driven culture that celebrates diversity and collaboration
• Innovative & Inclusive Culture: Built on curiosity, creativity, and collaboration, with a team of problem solvers who put egos aside to innovate together
• Ambitious Mission with Real Impact: Join us in transforming eCommerce by making buying and selling easier for everyone
• Thrive & Grow: No ceiling to what you can achieve or learn here; we empower your career while advancing as a company