Nurse Practitioner Manager providing clinical leadership and managing operations in ambulatory infusion centers across Southern California. Overseeing diverse teams, optimizing workflows, and ensuring patient safety and care quality.
About the role
- Manager of Revenue Development at Scrunch building BDR function in an AI-first environment. Lead strategy and BDR team development in Salt Lake City, UT.
Responsibilities
- Build & Lead the BDR Team
- Hire, onboard, and develop a team of 3–4 BDRs; own their ramp, coaching, and career progression
- Set the bar for outbound craft—messaging quality, personalization depth, and creative prospecting that breaks through
- Run a daily/weekly operating cadence: pipeline reviews, call coaching, 1:1s, and team enablement sessions
- Build a culture of accountability, curiosity, and continuous improvement—where reps compete to get better, not just to hit numbers
- Own the Outbound Motion
- Define and execute Scrunch's outbound BDR strategy across enterprise and mid-market segments
- Build a precision prospecting engine powered by signal-based platforms and AI agents—no spray and pray
- Deploy AI sales agents and automated dialer workflows to scale rep output without scaling headcount linearly
- Leverage call recording and AI coaching tools to surface winning patterns, close skill gaps, and accelerate rep development
- Partner with PMM to arm the team with battlecards, personas, messaging frameworks, and objection handlers that actually work in the field
- Create tiered prospecting plays: high-touch 1:1 enterprise sequences and scalable mid-market campaigns
- Partner with Marketing to ensure air cover (campaigns, content, events) translates to ground cover (sequences, outreach, pipeline)
- Build the System
- Codify our BDR playbook from scratch: prospecting methodology, qualification criteria, AE handoff process, and onboarding curriculum
- Select, implement, and own the full BDR tech stack across signal-based prospecting, automated dialers, AI sales agents, call recording, and outbound sequencing—you decide what best-in-class looks like
- Build AI-powered workflows using Claude or equivalent to automate research, personalization, and follow-up at scale
- Define and track the KPIs that matter: speed-to-lead, conversion rates, pipeline contribution, and sequence performance
- Run quarterly ICP reviews with sales leadership and marketing to sharpen targeting as the market evolves
- Be the Bridge
- Partner tightly with AEs to ensure ICP alignment, qualification criteria, and seamless handoffs
- Feed market intelligence—objections, competitive signals, persona insights—back into PMM and product
- Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness
Requirements
- 3–5+ years in B2B SaaS sales (BDR/SDR/AE), with 1–2+ years managing or leading a BDR/SDR team
- Proven track record building or scaling an outbound BDR function—ideally at a high-growth startup (Series A–C)
- Demonstrably AI-first: you build workflows, not just use tools. Comfortable designing automations and agent-based systems with Claude AI or equivalent LLM platforms
- Hands-on experience across modern BDR tool categories: signal-based prospecting platforms, AI sales agents, automated dialers, call recording and coaching tools, and outbound sequencing
- Strong analytical chops—you can look at a funnel, find the leak, and fix it
- A builder's mindset: you've built processes from scratch, not just inherited them
- Experience selling a new or emerging category where you had to create urgency and educate the market
- Based in or willing to relocate to Salt Lake City, UT
Benefits
- Offers Equity
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