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Salary: USD 130,000 - 150,000 / annual
Yoodli is a venture-backed AI platform for human skills development, helping professionals improve their careers through AI-powered coaching in the flow of work. The company has raised $60M (Series B led by WestBridge Capital), is valued at $300M, and achieved 900% YoY revenue growth. Customers include Google Cloud, Snowflake, Databricks, RingCentral, SAP, and others across 150+ countries.
You will own the BDR (Business Development Representative) function outright, building and scaling a high-performing pipeline development team. Starting with one excellent existing rep, you'll grow this into a dependable revenue engine. Your responsibilities include hiring and coaching BDRs, designing playbooks and territory coverage, setting metrics and compensation, and collaborating across Marketing, Sales, Partnerships, and RevOps to generate pipeline across all channels.
This is a hands-on builder role reporting to the CRO. You'll spend time in spreadsheets designing territory models, on calls coaching reps through their outbound motions, and working with cross-functional partners to design campaigns, closed-lost re-engagement plays, and account coverage strategies. You'll own inbound lead response (speed, triage, routing), partner with Marketing on campaign design and messaging feedback, and use Yoodli's platform to train your team on cold calling and discovery.
Success milestones: In 90 days, you'll have assessed the current motion, built the playbook, set metrics, and opened first hires. By 6 months, a ramped team hitting monthly pipeline goals with an inbound process AEs trust. By year one, pipeline development is predictable and measurable, and the team serves as a talent pipeline for future account executives.
Requirements:
- 6+ years in B2B SaaS sales, with 3+ years leading SDR/BDR teams
- Proven track record building or scaling a BDR team at an early or growth-stage company, ideally selling into enterprise buyers
- Demonstrated hiring excellence: ability to identify strong BDRs quickly and ramp them efficiently
- Coaching by doing: listen to calls, run roleplays, provide specific feedback
- Data-driven management: track activity, conversion rates, pipeline quality, and revenue attribution
- Comfortable leveraging AI and modern tooling (Clay, HubSpot, LinkedIn Sales Navigator, sequencing tools) to increase productivity and personalization while maintaining human judgment
- Strategic thinking: design campaigns with Marketing, closed-lost motions with AEs, co-sell plays with Partnerships
- Comfort with ambiguity and building structure in a small team environment
Bonus: Experience designing BDR comp plans and territory/account coverage models; hands-on with sales tools; experience selling into GTM, L&D, or HR leaders; based in Seattle or willing to relocate with in-office presence Monday/Tuesday/Thursday.
