BDR Manager

What is Coast

Coast is re-imagining the trillion-dollar U.S. B2B card payments infrastructure, with a focus on the country’s 500,000 commercial fleets, 40 million commercial vehicles, and many millions of commercial drivers. The incumbent technologies that cater to these customers are decades old, and businesses with fleets increasingly demand modern digital experiences and transparent financial services products. Coast’s mission is to deliver this at a transformational scale, beginning with the Coast Fleet and Fuel Card built on a cutting-edge spend management platform.

About the Role

Coast is hiring a BDR Manager to lead one of our two existing BDR teams — a team of 10 Business Development Representatives who generate the outbound qualified opportunities our Account Executives close. You’ll maintain the team’s current performance while finding areas of opportunity to uplevel and increase the team’s contribution.

You’ll be responsible for everything that makes your BDR team perform day to day: coaching and performance management, onboarding and training new-hire cohorts using our existing ramp process, refining the outbound process and lead-scoring approach, and the reporting that tells you and the business whether it’s working. You’ll work hands-on with our rev-ops stack — Salesforce, Outreach, Zoominfo, Chilipiper, Actively.ai, Unify, and Claude — and you’ll be expected to use AI natively in how you run the team, not just talk about it.

This role reports to the Director of Sales Development and is highly visible: you’ll partner closely with your peer BDR Manager to keep process, coaching standards, and reporting consistent across both teams, as well as with AE leadership, marketing, and sales ops, since your team’s output is a direct input to Coast’s growth. It’s a strong fit for someone who has carried an outbound number themselves, has managed a sales team before, and wants to take a process that already works and make it measurably better rather than start from scratch.

What You’ll Do

Lead and coach your BDR team

Manage, coach, and develop your team of 10 BDRs, including day-to-day pipeline reviews, call coaching, and 1:1 development plans

Onboard and train new-hire cohorts using Coast’s existing ramp process, coaching reps from Coast fundamentals to independent quota-carrying performance

Refine the outbound opportunity-generation process

Continuously refine the existing end-to-end process from lead sourcing through a scheduled AE meeting — cadence, channel mix, and hand-off criteria

Apply and sharpen the existing lead-scoring and prioritization approach to reflect our dual mandate: sustaining Fuel Card opportunity volume while increasing the rate of Corporate Card attach on new accounts

Leverage automation and AI to scale the team

Decide where technology (Salesforce, Outreach, Zoominfo, Chilipiper, Actively.ai, Unify, Claude) should automate work versus where BDR judgment and relationship-building add the most value

Champion AI-native workflows across the team — for research, sequencing, call prep, and follow-up — to increase rep capacity without increasing headcount

Measure and report on team performance

Build and maintain the dashboards and reporting cadence that track opportunity volume, conversion, and Fuel vs. Corporate Card mix for sales leadership

Run a regular test-and-learn motion — forming hypotheses from the data and validating them through structured experiments

Partner cross-functionally

Align with your peer BDR Manager and the Director of Sales Development to keep process, coaching, and reporting consistent across both BDR teams

Work closely with AE leadership to align on lead quality, hand-off standards, and feedback loops

Partner with marketing and sales ops on messaging, lead sources, and tooling investments

What Success Looks Like

In your first year, you’ll be successful if you:

Successfully onboard, ramp, and retain new-hire cohorts using Coast’s existing training process

Maintain Coast’s existing volume of qualified Fuel Card opportunities while measurably increasing the % of new-account opportunities that include Corporate Card

Sharpen the existing lead-scoring and prioritization approach, grounded in data, so the team is consistently working the right leads across a wide array of lead sources

Establish a reporting cadence that gives sales leadership a clear, trusted view of pipeline generation, conversion, and product mix

Identify and run at least a few meaningful process or tooling experiments (e.g., sequencing, AI-assisted workflows, channel mix) with measurable before/after results

Build a performance management approach — including rep personas and tailored coaching — that raises the floor and the ceiling of the team’s output

Requirements

2+ years of BDR/SDR experience, ideally in fintech, payments, B2B SaaS, or financial services

1+ years managing a sales team, with direct responsibility for coaching, performance management, and hiring

AI-native mindset: you’re already using AI tools in your daily work and you’re excited to push further

Hands-on experience with core rev-ops tools such as Salesforce, Outreach, Zoominfo, or comparable platforms

Strong analytical instincts: comfortable pulling metrics, spotting trends, and translating data into operational decisions

Excellent written and verbal communication

Bias toward action; comfortable running and tightening an existing process rather than needing everything handed to you

Comfortable managing through ambiguity and shifting priorities without losing momentum

Salt Lake City based; able to be in-office 3–4 days per week

Our salary ranges are based on paying competitively for our size and industry, and are one part of our total compensation package that also includes benefits and equity.

Equity Grant: Meaningful potential upside given Coast's early-stage trajectory

Benefits Overview:

Medical, dental and vision insurance

Flexible paid time off (vacation, personal well being, paid holidays)

Tools to help manage your financial wellness, including webinars, access to an equity tax advisory service, and company-sponsored 401(k)

Paid parental leave

$400 accessories allowance (a keyboard, mouse, headphones, etc.)

Education stipend

Free lunch every Friday

Check out the latest podcast interview on Fintech Layer Cake with Coast Founder Daniel Simon!