Pipeline Development Manager

Who we are

Yoodli is a venture-backed company building an AI Platform for Human Skills, helping people get measurably better in their careers by supporting them in the flow of work.

Our team includes former employees from Google, Apple, Microsoft, Tableau, and beyond, united by a passion for empowering people using AI. We're headquartered in the heart of Seattle, and we're having a lot of fun along the way. Our culture is built on failing fast, iterating constantly, and taking bold bets. We value humility, a bias for action, and the belief that we win together.

We've raised $60M, including a $40M Series B led by WestBridge Capital, backed by Madrona, Neotribe, Cercano, and incubated at the Allen Institute for AI. We're valued at $300M and grew revenue 900% year over year.

Our customers include Google Cloud, Snowflake, Databricks, RingCentral, SAP, FranklinCovey, Korn Ferry, Sandler Training, Toastmasters, and many more, with learners in over 150 countries. Google Cloud certified 15,000+ reps without scaling headcount. Snowflake recovered 1,200+ manager hours per quarter. Harness cut training review time by 75%.

We've been featured in TechCrunch, Axios, The Information, Forbes, Fast Company, and more. Try the platform free at yoodli.ai.

The Role

We're hiring a Pipeline Development Manager to own the engine that feeds our sales team. Today we have one excellent BDR. Your job is to turn that into a high-functioning team and make pipeline development one of the most dependable parts of our revenue operation.
You'll own the BDR function outright: hiring, coaching, playbooks, metrics, and comp. You'll also work across Marketing, Sales, Partnerships, and RevOps to design the plays that generate pipeline, whatever channel they come from. You've done this before. You know what a great BDR team looks like at 3 reps and at 15, and you know what has to be true at each stage.
This is a builder role. Some days you'll be in a spreadsheet designing territory coverage. Some days you'll be on the phone next to your reps showing them how it's done. Reporting to our CRO.

About You

• 6+ years in B2B SaaS sales, with 3+ years leading SDR/BDR teams
• You've built or scaled a BDR team at an early or growth-stage company, ideally selling into enterprise buyers
• You've hired well. You can spot a great BDR in a 30-minute conversation and you know how to ramp them fast.
• You coach by doing. Your reps get better because you listen to their calls, run the roleplays, and give specific feedback.
• You run the team on data: activity, conversion, pipeline quality, and what's actually converting to revenue
• You use AI and modern tooling to make the team more productive and more personalized, without losing the human judgment that makes outbound work
• You think in plays, not just activity. You can design a campaign with Marketing, a closed-lost motion with the AEs, and a co-sell play with Partnerships.
• Comfortable with ambiguity and a small team today. You'll build the structure as you go.

Bonus Points

• Experience designing BDR comp plans and territory or account coverage models
• Hands-on with Clay, HubSpot, LinkedIn Sales Navigator, and sequencing tools
• Experience selling into GTM, L&D, or HR leaders
• Based in Seattle or open to relocating. In office Monday/Tuesday/Thursday

Responsibilities

• Lead, coach, and grow the BDR team, starting with one strong rep and building from there
• Own the hiring plan for the function: profile, interview process, onboarding, and ramp
• Build the BDR playbook: target accounts, personas, messaging, sequences, call frameworks, and objection handling
• Set and run the operating cadence: daily activity, weekly pipeline reviews, monthly performance against goal
• Own inbound lead response: speed, triage, prioritization, and clean routing to the right AE
• Partner with Marketing on campaigns and feed field insight back into how we message, position, and target
• Partner with AEs and Partnerships on outbound plays, closed-lost re-engagement, and account coverage
• Partner with RevOps on reporting, stage definitions, HubSpot hygiene, and the BDR comp plan
• Use Yoodli to train your team on cold calls, objection handling, and discovery before they hit the phones

What Success Looks Like

• First 90 days: You've assessed the current motion, built the first version of the playbook, set clear metrics, and opened your first hires.
• First 6 months: A ramped team hitting consistent monthly pipeline goals, with an inbound response process the AEs trust.
• First year: Pipeline development is a predictable, measurable contributor to new business, and the team is a talent pipeline for future AEs.

Why Yoodli

• Build a function from the ground up with the backing to do it right
• Sell a product that actually makes people better at something hard
• Work directly with a senior GTM team that's built and scaled sales orgs before
• Competitive compensation and meaningful equity 
  OTE: $130,000-150,000 (base + variable)
• Full benefits: healthcare, dental, vision, 401k, flexible PTO
• In-person, hybrid team with free lunches and good vibes 
• Learn more about our team values and culture