Overview
You're responsible for building, training, and managing a team of BDRs who cold call prospects to book meetings. You'll set up their processes, coach them through rejections, and make sure they hit activity and conversion metrics. You're working remotely on EST hours as a contractor, so the $2.5-4K/month base pay works if you're in a lower-cost region.
Role Snapshot
| Aspect | Details |
|---|---|
| Role Type | BDR Manager (player-coach likely) |
| Sales Motion | Outbound-heavy cold calling |
| Deal Complexity | N/A (managing meeting-setters) |
| Sales Cycle | N/A |
| Deal Size | N/A |
| Quota (est.) | Team quota: ~45-60 meetings/month (3 BDRs × 15-20 each) |
Company Context
Stage: Unknown, but scaling BDR function (hiring manager + 3 reps simultaneously)
Size: Unknown
Growth: Building or rebuilding the BDR function, which suggests either they're new to outbound or their previous team didn't work out
Market Position: Data privacy software—competitive market with established players
GTM Reality
Pipeline Sources:
- 90%+ Outbound - your team is generating pipeline through cold outreach
- Minimal inbound to rely on
SDR/AE Structure: You manage BDRs who book meetings for AEs. Clear handoff process.
SE Support: Not relevant for your team—BDRs don't do demos.
Competitive Landscape
Main Competitors: OneTrust, BigID, Transcend, Securiti (depending on their exact product)
How They Differentiate: AI-powered automation (so they claim)
Common Objections: "Already have a solution", "Privacy isn't budgeted", "Not a priority"
Win Themes: Likely speed, ease of implementation, cost vs manual processes
What You'll Actually Do
Time Breakdown
Coaching/1-on-1s (30%) | Recruiting/Training (25%) | Process/Systems (20%) | Reporting (15%) | Your Own Calls (10%)
Key Activities
- Hiring & Onboarding: You're building a team from scratch or backfilling. You screen candidates, run interviews, and train new hires on the product, pitch, and call process. Turnover is high in BDR roles, so you're always recruiting.
- Daily Coaching: You listen to calls, review CRM activity, and give feedback. Who's making their dials? Who's getting meetings? Who's struggling with objections? You spend 30-60 minutes per day per rep coaching through what's not working.
- Process & Playbooks: You build (or refine) the outbound playbook—call scripts, email templates, objection handling, qualification criteria. You test messaging and iterate based on what converts.
- Metrics & Reporting: You track dials, connects, meetings booked, meeting show rates, and which meetings AEs accept as qualified. You report these numbers up to the VP of Sales or whoever you report to. If numbers slip, you're in the hot seat.
- Escalations & Quality Control: When a rep books a bad meeting (not qualified, wrong person, tire-kicker), the AE complains to you. You need to coach the rep and tighten qualification without killing their meeting numbers.
- Player-Coach Work: You probably still make some calls yourself, especially early on, to model the process and stay sharp. You can't coach what you can't do.
The Honest Reality
What's Hard
- High Turnover: BDRs burn out fast. You'll spend a lot of time hiring and training new people who leave after 6-9 months. It's demoralizing.
- Contractor Pay: $2.5-4K/month base is ~$30-48K/year equivalent. Even with bonus, this is low for a manager role unless you're remote in a low-cost country. You're not getting benefits.
- Conflict with AEs: AEs will complain your team's meetings are garbage. Even when they're qualified, AEs sometimes just don't want to take them. You're stuck in the middle.
- EST Hours Requirement: No flexibility—you need to be online when your team is calling, which is EST business hours. If you're in a different time zone, that's rough.
- Pressure on Metrics: If your team misses quota, it's on you. You'll get pressure from above and resistance from below.
What Success Looks Like
- Team consistently hits 45-60+ qualified meetings per month
- AE acceptance rate on meetings is 80%+
- Reps you hire stay 12+ months (not 6)
- You get promoted to Sales Development Director or move into an AE or sales management role
Who You're Selling To
Primary Buyers (that your team targets):
- Chief Privacy Officers / Data Protection Officers
- IT/Security Directors and VPs
- Legal/Compliance leaders
What They Care About:
- Regulatory compliance (GDPR, CCPA, etc.)
- Reducing manual work handling privacy requests
- Avoiding fines and reputational risk
- Integration with existing systems
Requirements
- 2+ years managing or coaching BDRs in B2B SaaS
- You've built or scaled a BDR team before
- Strong cold calling skills yourself (you can't coach what you don't know)
- Experience with CRM/sales tools (Salesforce, Outreach, SalesLoft, etc.)
- Available EST business hours
- Comfortable with remote contractor setup and pay structure