<p class="p1"><strong>Who we are</strong></p> <p class="p2">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.</p> <p class="p2">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.</p> <p class="p2">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.</p> <p class="p2">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%.</p> <p class="p2">We've been featured in TechCrunch, Axios, The Information, Forbes, Fast Company, and more. Try the platform free at <a href="http://yoodli.ai/"><span class="s1">yoodli.ai</span></a>.</p> <p class="p1"><strong>The Role</strong></p> <p class="p2">We're hiring a<strong> Pipeline Development Manager</strong> 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.<br><br>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.<br><br>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.</p> <p class="p1"><strong>About You</strong></p> <ul class="ul1"> <li class="li2">6+ years in B2B SaaS sales, with 3+ years leading SDR/BDR teams</li> <li class="li2">You've built or scaled a BDR team at an early or growth-stage company, ideally selling into enterprise buyers</li> <li class="li2">You've hired well. You can spot a great BDR in a 30-minute conversation and you know how to ramp them fast.</li> <li class="li2">You coach by doing. Your reps get better because you listen to their calls, run the roleplays, and give specific feedback.</li> <li class="li2">You run the team on data: activity, conversion, pipeline quality, and what's actually converting to revenue</li> <li class="li2">You use AI and modern tooling to make the team more productive and more personalized, without losing the human judgment that makes outbound work</li> <li class="li2">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.</li> <li class="li2">Comfortable with ambiguity and a small team today. You'll build the structure as you go.</li> </ul> <p class="p2"><strong>Bonus Points</strong></p> <ul class="ul1"> <li class="li2">Experience designing BDR comp plans and territory or account coverage models</li> <li class="li2">Hands-on with Clay, HubSpot, LinkedIn Sales Navigator, and sequencing tools</li> <li class="li2">Experience selling into GTM, L&D, or HR leaders</li> <li class="li2">Based in Seattle or open to relocating. In office Monday/Tuesday/Thursday</li> </ul> <p class="p1"><strong>Responsibilities</strong></p> <ul class="ul1"> <li class="li2">Lead, coach, and grow the BDR team, starting with one strong rep and building from there</li> <li class="li2">Own the hiring plan for the function: profile, interview process, onboarding, and ramp</li> <li class="li2">Build the BDR playbook: target accounts, personas, messaging, sequences, call frameworks, and objection handling</li> <li class="li2">Set and run the operating cadence: daily activity, weekly pipeline reviews, monthly performance against goal</li> <li class="li2">Own inbound lead response: speed, triage, prioritization, and clean routing to the right AE</li> <li class="li2">Partner with Marketing on campaigns and feed field insight back into how we message, position, and target</li> <li class="li2">Partner with AEs and Partnerships on outbound plays, closed-lost re-engagement, and account coverage</li> <li class="li2">Partner with RevOps on reporting, stage definitions, HubSpot hygiene, and the BDR comp plan</li> <li class="li2">Use Yoodli to train your team on cold calls, objection handling, and discovery before they hit the phones</li> </ul> <p class="p1"><strong>What Success Looks Like</strong></p> <ul class="ul1"> <li class="li2"><strong>First 90 days:</strong> You've assessed the current motion, built the first version of the playbook, set clear metrics, and opened your first hires.</li> <li class="li2"><strong>First 6 months:</strong> A