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Salary: USD 130,000 - 150,000 / annual
Wayground is a global learning platform trusted by 75 million monthly active users across 150+ countries. In the U.S., 90% of schools use the platform to engage students and transform learning through technology. The company is a high-growth, profitable SaaS business backed by leading investors including Tiger Global, GSV, and Nexus Venture Partners.
You will build, coach, and scale a U.S.-based BDR team driving top-of-funnel pipeline across K-12 districts and schools. This is a pivotal role at the intersection of pipeline generation, team development, and hiring. You'll own both results and the people behind them—from outbound prospecting and targeted sequences to conference and event engagement across the country.
Key responsibilities include: serving as direct manager for the BDR team with ownership of day-to-day performance and development through 1:1s, call coaching, and skill sprints; building and iterating on the BDR playbook including outreach sequences, talk tracks, and onboarding curriculum; owning pipeline targets and metrics (meeting rates, SQL conversion, pipeline quality) and holding the team accountable; coaching to a consistent sales framework (e.g., Outbound Squad, MEDDPICC) through roleplays and sequence reviews; partnering with Sales and Marketing to refine messaging and maintain CRM hygiene; coaching the team on converting conference and event presence into meaningful pipeline; hiring and onboarding new BDRs as the team grows; and championing a strong in-office culture with accountability balanced by development and psychological safety.
You bring 2–4 years of BDR/SDR experience in EdTech or SaaS, including at least 1–2 years managing a team of 5–10. You have a proven track record of hitting or exceeding pipeline targets with measurable improvements in meeting rates, SQL conversion, and pipeline quality. Experience selling to K-12 districts or public sector is strongly preferred. You're a builder with a mentality of creating process and structure where there wasn't any before, and you thrive in fast-paced, high-growth environments. You have deep coaching capability, strong operational rigor with CRM hygiene and data-driven dashboards, and proficiency with Salesforce, Outreach.io or Gong Engage, ZoomInfo, and Apollo. You're a natural motivator who leads with energy and optimism, gets energy from developing people, and holds high standards without sacrificing morale. You're an excellent cross-functional collaborator and a genuine believer in in-person collaboration with a track record of building strong office culture.
This is a hybrid role requiring 3–4 days per week in the NYC office.
