We'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, outreach and team productivity
Partner with Account Executives, Marketing and Product to align pipeline generation with business priorities
You've coached BDRs day to day, and can point to reps you've developed and promoted
You've managed BDRs prospecting into upmarket accounts
You lead from the front: you're credible on the phone and in the data
You've built a BDR team playbooks from the ground up, designing and implementing a operating model, and you can show it with specific examples
You bring a B2B SaaS or high-growth scale up background, and you're comfortable with the pace, ambiguity and ownership that comes with it
You're numbers-driven and run your team on data and metrics, not instinct
You can foster an in office culture
Bonus: experience in or selling into Hospitality, Care or Retail; hands-on experience using AI in an outbound workflow; familiarity with Lemlist, Clay or similar tools; or having built a BDR-to-AE progression pathway
Salary: £75,000 - £85,000 + bonus (depending on experience) - to be confirmed
Hybrid - minimum 3 days per week in the London office
Share options
35 days annual leave (25 days standard plus 10 flexible public holiday days)
Extra day of leave for every year of service
Pension contributions matched up to 5%
Comprehensive health insurance
Enhanced parental leave & pay
Co-working space stipend for those based outside London
Bi-annual all expenses paid team retreats
The latest Macbook and equipment budget for your home office
Professional development budget
Unlimited free books
Note: this represents a typical benefits package for a UK-based, full-time employee. Exact details may vary based on location and employment type but we try to be as fair as possible to all of our team members. Please ask your contact in the Talent team to clarify the available benefits for you.
Skills Required
- Day-to-day experience coaching BDRs and developing representatives who progressed into new roles
- Experience managing BDRs prospecting into upmarket accounts
- Credibility on the phone and in data-driven prospecting workflows
- Experience building BDR team playbooks and designing and implementing an operating model from the ground up
- B2B SaaS or high-growth scale-up background
- Comfort working with pace, ambiguity, and ownership
- Ability to manage teams using data and metrics
- Ability to foster an in-office culture
- Experience in or selling into Hospitality, Care, or Retail
- Hands-on experience using AI in an outbound workflow
- Familiarity with Lemlist, Clay, or similar tools
- Experience building a BDR-to-AE progression pathway
What We Do
The employee empowerment revolution has arrived. Sona is the modern app for the new era of frontline work, combining powerful productivity tools with a sleek, simple and intuitive user experience. Empower your people to see their schedule at a glance, book holiday from anywhere, pick up extra shifts, communicate with colleagues, find information and give feedback instantly. Empower your managers to slash admin time by 5 hours per week, drastically reduce agency and payroll spending, and elevate your employee experience. Sona is transforming the way trailblazing organisations across health and social care, retail, logistics, charities and non-profits manage their teams and budgets and engage and retain their staff.
