BDR Manager

About the RoleWe're hiring a frontline Business Development Manager to lead our upmarket BDR team as Sona scales across Europe and North America. This is a hands-on player-coach role: you'll be in the call blocks, in the data, and in the room coaching reps in real time, setting the standard for what great outbound looks like. You'll own the day-to-day running of the team: the operating rhythm, the coaching, the pipeline reviews, and the playbook that turns a promising function into a genuine growth engine. You'll work closely with Sales, Marketing and Product to point pipeline generation at the right opportunities, and embed AI into how BDRs work. This isn't a role for someone who needs an established machine to step into. You'll be building and shaping as you go, and creating the pathways that help BDRs grow into their next roles. ResponsibilitiesLead, coach and develop a team of BDRs prospecting upmarket, through regular 1:1s, live call coaching, pipeline reviews and development plans Lead from the front: prospect alongside the team and model the call quality, messaging and standard you expect Build and run the team's operating rhythm: targets, KPIs, dashboards, cadences and reporting Own and evolve the BDR playbook, including upmarket outbound motions, multi-threading and account-based prospecting Hire, onboard and ramp new BDRs, and manage performance Build clear progression pathways for BDRs into their next roles Embed AI into the BDR workflow to sharpen targeting, outr