The Role
Lead and manage the BDR team, drive outbound prospecting, hire and coach BDRs, and increase pipeline generation using AI tools.
Summary Generated by Built In
Unstructured is defining the standard for enterprise data transformation in the age of LLMs and generative AI. In just two years, we’ve raised over $65M from world-class investors, including Menlo Ventures, Bain Capital, Databricks, NVIDIA, Microsoft, and IBM.
Our open-source toolkit has been downloaded 61M+ times and is used by 90% of the Fortune 1000. We power production AI workflows across commercial and federal sectors, transforming PDFs, HTML, Word docs, images, emails, and more into AI-ready data pipelines that scale.
We’re not just building tools, we’re building the backbone of generative AI and the infrastructure that unlocks intelligence across industries.
Preferred Location(s): Seattle, Sacramento, San Francisco Bay Area.
About the Role
We're looking for a high-performing BDR Manager to build and lead our Business Development team in Seattle. In this role, you'll hire, coach, and develop a team of BDRs responsible for qualifying inbound leads and driving outbound prospecting across enterprise accounts. This is a unique opportunity for a proven sales development leader who thrives on building teams, optimizing processes, and creating pipeline in the fast-moving AI/ML space.
What you'll do
- Recruit, hire, and onboard top BDR talent to build a high-performing team
- Coach and develop BDRs through regular 1:1s, call reviews, and skills training
- Set and manage team quotas, KPIs, and activity metrics to drive consistent pipeline generation
- Partner with Account Executives and Sales Leadership to align on target accounts, ICP, and handoff processes
- Collaborate with Marketing to optimize lead follow-up, campaign execution, and conversion rates
- Design and refine outbound prospecting playbooks across email, LinkedIn, and phone
- Leverage AI-powered tools (Apollo, Sales Nav, Gong, etc.) to improve team performance and personalization at scale
- Maintain accurate forecasting and reporting in HubSpot/CRM; provide insights to leadership on pipeline health and lead quality
- Foster a culture of accountability, continuous improvement, and winning
Who you are
- 5 years of experience in sales development, with at least 1–2 years managing or leading a BDR/SDR team
- Track record of exceeding team quotas and developing reps who get promoted
- Strong coaching instincts—you know how to diagnose issues, run effective training, and elevate performance
- Experience with both inbound lead management and outbound prospecting motions
- Excellent written and verbal communication skills; you can teach reps how to grab attention and build rapport
- Deep familiarity with sales tech stack tools (HubSpot, Apollo, Sales Nav, Gong, Outreach, etc.)
- Organized, data-driven, and comfortable operating in a fast-paced, high-growth environment
- Proactively identifies opportunities and works cross-functionally to build and refine processes
Bonus Points
- Prior experience building or scaling a BDR team at a high-growth startup
- Background in enterprise or technical sales environments
- Interest in AI/ML, developer tools, or open-source technologies
- Success coaching reps to book meetings with CTOs, engineers, or technical buyers
Why You’ll Love It Here
You’ll be surrounded by smart, kind, low-ego people who genuinely enjoy building together. We invest in our team, with company offsites, best-in-tech swag, and the tools you need to do your best work, wherever you’re based.
The work itself is deeply meaningful. You’ll be at the center of some of the most exciting problems in AI today - tackling meaty, novel technical challenges that directly power real production systems used by thousands of companies, including nearly half of the Fortune 500.
We support you holistically, not just at work. From day one, medical, dental, and vision coverage (plus life and disability insurance), to unlimited PTO, flexible parental leave, 401(k) options, and competitive referral incentives, we want you focused on building, growing, and staying energized for the long haul.
Most importantly, we’re scaling fast. This is a chance to join early enough to build foundational technology, influence how we operate, and help shape the future of a company defining the next era of AI infrastructure.
If that sounds like your kind of team, we’d love to meet you.
Top Skills
Apollo
Gong
Hubspot
Outreach
Sales Navigator
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The Company
What We Do
At Unstructured, we're on a mission to give organizations access to all their data. We know the world runs on documents—from research reports and memos, to quarterly filings and plans of action. And yet, 80% of this information is trapped in inaccessible formats leading to inefficient decision-making and repetitive work. Until now.
Unstructured captures this unstructured data wherever it lives and transforms it into AI-friendly JSON files for companies who are eager to fold AI into their business.
