BDR Manager

Tabs is the leading AI-native revenue platform for modern finance and accounting teams. Tabs agents automate the entire contract-to-cash lifecycle, including billing, collections, revenue recognition, and reporting, to help teams eliminate manual work and accelerate cash flow. High-growth companies like Cursor and Statsig rely on Tabs to generate invoices directly from contracts, reconcile payments in real time, and automate ASC 606 compliance. Founded in 2023, Tabs has raised over $91 million from Lightspeed Venture Partners https://lsvp.com, General Catalyst https://www.generalcatalyst.com, and Primary https://www.primary.vc. The team is headquartered in New York and brings deep expertise in finance and AI. About the Role We're hiring a BDR Manager to own the performance, development, and culture of our BDR team alongside our current BDR Manager. You'll lead your own group of Business Development Representatives across multiple levels that feed 4-6 Account Executives each - and you'll be the connective tissue between your BDRs, AEs, and Marketing. You'll own team pipeline quota and forecast accuracy, build the playbooks and onboarding programs that make new reps productive fast, and set the bar for how a modern, AI-native BDR org operates. You'll report directly to the Head of Business Development. This is a hands-on people-management role for an operator who loves coaching reps, building systems, and using AI to compound the team's output. What You’ll Do Own team pipeline quota and forecast accuracy. Report metrics, pipeline health, and team performance to the Head of Business Development. Hire, onboard, and ramp new BDRs across all levels (P1, P2, Senior BDR) to productivity. Run weekly 1:1s with BDRs, team-wide meetings, and performance reviews. Build and maintain playbooks, sequences, and training programs that scale as the team grows. Partner with Sales leadership and Marketing on go-to-market strategy, campaigns, and messaging. Identify and manage performance improvement processes for reps who are off-track. Champion AI adoption across the team — set expectations for Claude usage at every level, evaluate new use cases, and roll out what works. Manage and build in person — Our growth and culture is a direct result of being in office 5x/week. Who You Are People Manager - Coaches and develops reps at all levels — P1s through Senior BDRs - Manages performance gaps and drives real improvement - Builds team culture with a track record of retaining top talent - Hires well for BDR fit and potential Operational Excellence - Consistently beats BD quota quarter over quarter - Forecasts accurately and reports pipeline health with confidence - Builds scalable playbooks, sequences, and onboarding programs - Optimizes HubSpot and makes data-driven decisions to improve team health Cross-Functional Leader - Keeps AEs and BDRs in tight alignment with clean handoffs - Partners with Marketing on campaigns, messaging, and lead quality - Advocates for the BDR team's needs to senior leadership AI-Native - Uses Claude daily across coaching, reporting, pipeline reviews, and planning - Sets team-wide standards for AI tool usage and evaluates new use cases - Continuously finds ways to compound team output through AI Strategic Thinker - Plans headcount and models capacity ahead of growth - Tests new outbound channels and runs structured experimentation - Develops reps into future leaders across AE, CS, Partnerships, and beyond Experience - 4–6 years of management experience, preferably in Business Development & SaaS - Proven track record of beating BD quota quarter over quarter - Background coaching and developing SDR/BDR reps across multiple levels - Experience building and scaling playbooks, onboarding programs, and outbound sequences - Hands-on HubSpot experience — configuration, reporting, and team adoption - History of cross-functional collaboration with AE and Marketing teams - Comfortable using AI tools (Claude or equivalent) in day-to-day