BDR Manager

We believe that adaptation is a necessity, not a luxury, and communities deserve access to powerful software that helps them plan for the future. The challenge of climate change is complex – it implicates how governments plan, manage capital, and communicate to stakeholders. Forerunner helps government agencies do these things better by empowering them to access, understand, and mobilize local-level data at scale.

We’re looking for a Business Development Representative (BDR) Manager to build and lead our outbound sales development team. In this role, you will lead a team of BDRs, driving pipeline creation and ensuring success through a culture of coaching, accountability, and continuous improvement. As a key leader in our go-to-market motion, you’ll shape outbound strategy for public-sector buyers, build scalable processes, and mentor a team that connects government agencies with technology that improves how they serve citizens.

As a new addition to our team, you will help us spread the word about Forerunner and engage our customers in conversations about how software can help to transform their data and workflows. In general, you might be a good fit if you:

• Previous experience leading SDRs or BDRs in a high-growth setting or 5+ years SaaS Account Executive experience.
• Significant experience in a sales or business development role, ideally in SaaS or technology, with a proven track record of success.
• Strong understanding of the sales development process, from lead generation to opportunity creation, preferably in government or regulated markets.
• Excellent communication and interpersonal skills, with the ability to motivate and inspire a team.
• Highly organized and data-driven, with the ability to analyze and interpret performance metrics.
• Demonstrated ability to design and deliver effective training and onboarding programs.
• Familiarity with CRM and sales engagement tools (Salesforce, HubSpot, Attio, Outreach, Gong, etc.).
• Passion for government innovation and leveraging technology to drive civic impact.

Team Leadership & Performance

• Lead and manage a team of five BDRs, holding them accountable to pipeline generation and quarterly targets.
• Conduct weekly 1:1s with team members to ensure continued success, set monthly development objectives, and manage performance proactively.
• Oversee employee performance management, including coaching, feedback, and career development.

Coaching & Development

• Provide consistent coaching and mentoring with a focus on skill development and professional growth.
• Identify individual and team training needs; assist with hiring, onboarding, and training new BDRs.
• Design and deliver training sessions using gamification, role-playing, pitch simulations, and collected call/video reviews.
• Partner with Sales and Marketing to build playbooks, scripts, educational material, and product update trainings.

Strategy & Process

• Develop scalable outbound strategies tailored to government procurement processes and decision-making.
• Collaborate closely with Sales leadership to define qualification criteria, account strategy, and pipeline coverage.
• Partner with Marketing on campaign messaging that resonates with government stakeholders.
• Track and analyze performance metrics to optimize outreach, conversion rates, and pipeline quality.
• Ensure all activities are compliant with public-sector engagement guidelines and ethics standards

Forerunner is an early stage company with an interdisciplinary team. We are motivated by seemingly intractable problems and work hard to support one another.

• We're mission-driven. Our mission orients our business strategy and pushes us to work with a sense of urgency. We’re in the weeds -- our entire team spends time engaging with our partners in the field to better understand the real-world problems they face.
• We're a small team. As a member of our growing team, you will quickly become an invaluable part of our organization and have a meaningful impact on our business and technical direction. We welcome unique perspectives and backgrounds. Your opinion matters and we hope you'll share it.
• We're a remote-first organization, with offices in NYC, San Francisco and Portland, ME. Many members of our team work remotely, but we have small offices in San Francisco and Portland, ME. We offer schedule flexibility for all of our employees and ask for accountability in return.
• We want you to be happy and healthy. Forerunner offers competitive compensation, health/vision/dental coverage, and commuter benefits. We also have a quarterly wellness reimbursement so that you can have flexibility in defining what “health” means to you.
• The salary range for this position is $140,000 - $180,000. This posting may span more than one career level. Compensation is determined based on a variety of factors, including an individual’s skills, experience and qualifications.

Forerunner is an equal opportunity employer committed to embracing diversity and the perspectives of individuals from all backgrounds.