BDR Manager

📋 Description

• • Kernel Medical Devices, Inc. is at a pivotal growth stage, having achieved approximately 5x growth in 2025 with exceptional net dollar retention. We are building the AI-native alternative to traditional entity and hierarchy data providers, empowering enterprise RevOps teams with accurate, trustworthy company data. Our platform enables companies like Navan, Gong, Mistral, and AlphaSense to eliminate data duplicates and broken hierarchies, ensuring defensible territories, credibility with sales and leadership, and successful AI initiatives. This role is critical in accelerating our 2026 growth by scaling our outbound engine and fueling our sales pipeline.
• • As the BDR Manager, you will be instrumental in defining and executing the outbound strategy. This involves collaborating closely with the Head of Sales and leadership to pinpoint our Ideal Customer Profile (ICP), refine targeting strategies, and craft compelling outbound messaging. You will translate overarching company revenue targets into clear, actionable, and measurable goals for the BDR team, ensuring that pipeline expectations are strategically allocated across individual team members. A key aspect of your role will be the continuous iteration and optimization of outbound plays, channels, and sequences to drive improved conversion rates at every stage of the funnel. Furthermore, you will foster a culture of continuous learning within the BDR team, positioning it as a vital talent pool for the broader organization, preparing individuals for future growth opportunities within Kernel.
• • You will be responsible for managing and developing a team of approximately 12 BDRs, encompassing both inbound and outbound functions. In partnership with our recruitment team, you will actively contribute to growing the team as the company scales. You will hold ultimate accountability for team performance, providing targeted coaching to underperformers, recognizing and promoting top talent, and maintaining a consistently high standard of performance across the entire team. The BDR team serves as the primary talent engine for our Go-To-Market (GTM) organization, making the nurturing of exceptional individuals and their readiness for subsequent roles a paramount responsibility.
• • Establishing a robust operating cadence is essential. This includes defining clear qualification criteria and seamless handoff processes that optimize the success of Account Executives (AEs) in closing deals. You will develop and implement repeatable outbound plays that demonstrably convert prospects, collaborating effectively with the marketing team where necessary to amplify reach and impact. Building rigor into pipeline generation, including the tracking of key activity metrics and the forecasting of predictable output, will be a core focus. You will lead weekly team reviews, conduct dedicated call coaching sessions, and implement continuous improvement loops to ensure ongoing development and performance enhancement.
• • Kernel is a dynamic early-stage startup with strong product-market fit and significant growth potential. We are backed by top-tier VCs and experienced operators, providing a solid foundation for ambitious growth. The company culture values rapid iteration, experimentation, and a proactive approach to building processes and playbooks in an environment that may initially lack extensive existing structure. This is an opportunity to make a significant impact on the company's trajectory and to work directly with sales leadership to construct the outbound engine that will drive enterprise AI adoption.
• • In this role, you will gain invaluable experience in scaling a high-performing BDR function within a fast-growing SaaS company. You will hone your strategic thinking, leadership, and operational management skills. The opportunity to shape the outbound strategy from the ground up, build and mentor a talented team, and directly contribute to the company's revenue growth provides a unique and rewarding career trajectory. You will develop a deep understanding of RevOps, data management, and GTM tools within the context of enterprise sales, positioning you for future leadership roles within the sales organization or broader GTM functions.