Build & Lead the BDR Team
- Hire, onboard, and develop a team of 3–4 BDRs; own their ramp, coaching, and career progression
- Set the bar for outbound craft—messaging quality, personalization depth, and creative prospecting that breaks through
- Run a daily/weekly operating cadence: pipeline reviews, call coaching, 1:1s, and team enablement sessions
- Build a culture of accountability, curiosity, and continuous improvement—where reps compete to get better, not just to hit numbers
Own the Outbound Motion
- Define and execute Scrunch's outbound BDR strategy across enterprise and mid-market segments
- Build a precision prospecting engine powered by signal-based platforms and AI agents—no spray and pray
- Deploy AI sales agents and automated dialer workflows to scale rep output without scaling headcount linearly
- Leverage call recording and AI coaching tools to surface winning patterns, close skill gaps, and accelerate rep development
- Partner with PMM to arm the team with battlecards, personas, messaging frameworks, and objection handlers that actually work in the field
- Create tiered prospecting plays: high-touch 1:1 enterprise sequences and scalable mid-market campaigns
- Partner with Marketing to ensure air cover (campaigns, content, events) translates to ground cover (sequences, outreach, pipeline)
Build the System
- Codify our BDR playbook from scratch: prospecting methodology, qualification criteria, AE handoff process, and onboarding curriculum
- Select, implement, and own the full BDR tech stack across signal-based prospecting, automated dialers, AI sales agents, call recording, and outbound sequencing—you decide what best-in-class looks like
- Build AI-powered workflows using Claude or equivalent to automate research, personalization, and follow-up at scale
- Define and track the KPIs that matter: speed-to-lead, conversion rates, pipeline contribution, and sequence performance
- Run quarterly ICP reviews with sales leadership and marketing to sharpen targeting as the market evolves
Be the Bridge
- Partner tightly with AEs to ensure ICP alignment, qualification criteria, and seamless handoffs
- Feed market intelligence—objections, competitive signals, persona insights—back into PMM and product
- Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness

Requirements

3–5+ years in B2B SaaS sales (BDR/SDR/AE), with 1–2+ years managing or leading a BDR/SDR team
Proven track record building or scaling an outbound BDR function—ideally at a high-growth startup (Series A–C)
Demonstrably AI-first: you build workflows, not just use tools. Comfortable designing automations and agent-based systems with Claude AI or equivalent LLM platforms
Hands-on experience across modern BDR tool categories: signal-based prospecting platforms, AI sales agents, automated dialers, call recording and coaching tools, and outbound sequencing
Strong analytical chops—you can look at a funnel, find the leak, and fix it
A builder's mindset: you've built processes from scratch, not just inherited them
Experience selling a new or emerging category where you had to create urgency and educate the market
Based in or willing to relocate to Salt Lake City, UT

Benefits

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Applicant Tracking System Keywords

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Hard Skills & Tools

B2B SaaS salesoutbound BDR functionAI workflowsautomationsagent-based systemssignal-based prospectingcall recordingcoaching toolsoutbound sequencinganalytical skills

Soft Skills

leadershipcoachingaccountabilitycuriositycontinuous improvementcollaborationcommunicationproblem-solvingprocess buildingmarket education