Business Development Representative Manager

Our business development team is growing fast, and we’re looking for a BDR Manager to build the team and pipeline engine behind Strella’s next phase of growth. Reporting to the Head of Growth, you’ll lead and coach a team of driven BDRs who create pipeline through outbound, warm-signal follow-up, events, and relationship-building. You’ll partner closely with our AEs and Marketing to turn what’s working today into repeatable plays, and you’ll develop playbook as we scale. ABOUT STRELLA Strella is reimagining market research with AI. Our platform conducts in-depth, AI-moderated interviews and transforms customer conversations into actionable insights in a fraction of the time of traditional research. We’re building a new model for market research that combines the speed and scale of AI with the strategic expertise of world-class researchers. Our mission is to make high-quality customer understanding faster, more accessible, and more impactful for every business. COMPANY HIGHLIGHTS • Explosive Growth: We’ve more than quadrupled our annual recurring revenue over the past year, demonstrating strong demand for a fundamentally better way to conduct research. • Enterprise Traction: Trusted by leading brands including J.Crew, Chobani, DraftKings, and to uncover customer insights and inform critical business decisions. • Strong Investor Backing: Raised capital from Bessemer Venture Partners to accelerate our mission of transforming the market research industry. • Massive Market Opportunity: We’re bringing AI-native technology to a $100B+ global insights industry, replacing slow, expensive research processes with a faster, more scalable approach. • Building the Future of Research: We’re expanding beyond software into a new model of full-service insights, combining AI-powered research with expert-led strategy. You’ll be among the earliest hires helping shape this offering. WHAT YOU’LL DO LEAD AND DEVELOP THE TEAM • Coach the team: Build your reps’ skills in cold calling, personalization, objection handling, multi-threading, and in-person networking at events • Set the rhythm: Run biweekly team cadences covering account prioritization, pipeline reviews, messaging, and conversion • Drive accountability: Build a culture of ownership that values speed, quality, experimentation, and consistent execution BUILD THE PLAYBOOK AND SYSTEMS • Design repeatable plays: Design and run your plays, track what’s working and what isn’t, and scale the winners across the team • Quarterback event outreach: Create clear workflows for pre-event prep, on-site outreach, and post-event follow-up • Turn moments into pipeline: Partner with Marketing and Sales to turn campaigns, content, and market moments into BDR-ready plays • Level up the tooling: Improve our routing, dashboards, sequencing, and AI-powered workflows so the team spends its time on the highest-leverage activities DRIVE PIPELINE AND COLLABORATE ACROSS GTM • Own the numbers: Be accountable for meetings booked and held, qualified pipeline, conversion rates, and which plays are working • Close the loop: Bring field learnings back to the founders, Sales, and Marketing to sharpen our messaging and GTM strategy • Shape our presence in market: Help define how Strella shows up through conferences, executive outreach, and creative campaigns WHO YOU ARE • A player-coach: You love developing reps, and you’re still close enough to the work to rewrite a sequence, join a call, or rethink a strategy • A systems builder: You turn ambiguity into clear processes, dashboards, and team habits • Creative and resourceful: You think in plays, signals, and value-driven reasons to reach out • High standards: You care about message quality, rep growth, and pipeline outcomes • Fast-moving: You thrive in a startup where the motion is evolving in real time, and you are excited about building the plane as you fly it • A strong collaborator: You work well with Marketing, and Sales to align on priorities and raise the team’s ceiling WHAT YOU BRING • A track record of consistently hitting or exceeding quota as a BDR/SDR • Experience as a founding BDR/SDR or in BDR/SDR leadership • Experience building outbound processes and plays from scratch • Comfort running cold outbound, warm-signal follow-up, and event-driven pipeline motions • Fluency with CRM, sequencing, and AI-powered prospecting tools • Based in NYC and able to work from our office WHY STRELLA • Huge greenfield market and early traction with top logos • An AI-native product that customers rave about • Massive impact: join early and help shape the company • Competitive salary, early equity, healthcare, flexible PTO, and a 401(k) • Hybrid culture with high trust and low ego • Opportunities to travel to conferences and meet key customers