Job description

About Us AfterShip, a Great Place to Work Certified company, is transforming the global eCommerce landscape. Founded in 2012, AfterShip is a post-purchase SaaS company on a mission to build the world’s leading automation platform for ecommerce merchants. AfterShip unifies shipping & labels, order tracking, AI predictive delivery, and returns management into one system—giving merchants a single place to manage and automate everything that happens after checkout. By centralizing these workflows, AfterShip enables merchants to reduce customer support inquiries, deliver a more reliable and engaging customer experience, and unlock incremental revenue at every post-purchase touchpoint. AfterShip integrates seamlessly with eCommerce platforms including Shopify and TikTok Shop, and connects with more than 1,400 carriers worldwide. Today, over 20,000 businesses—including Samsung, Gymshark, Mejuri, Dr. Squatch, and Alo Yoga—rely on AfterShip to turn every post-purchase moment into an opportunity to build trust, reduce costs, and drive repeat purchases. Built for a global market from day one, AfterShip operates with an engineering-driven, internationally distributed team. The company employs more than 450 people across 8 offices, spanning North America, Europe, and Asia, and representing over 20 cities worldwide. Your Mission: The BDR Manager will lead and scale AfterShip's outbound engine in North America, reporting directly to the Head of Sales. You will own a team of 6 to 8 BDRs and be accountable for the pipeline they generate: meetings booked, meetings attended, and opportunities that convert into real revenue. This is a hands-on, in-the-trenches leadership role. You will be on the floor coaching live calls, listening to recordings, rewriting sequences that are not converting, and holding the team to a high activity and quality bar every single day. You will find a strong foundation already in place, including defined ramp plans, comp structures, activity standards, and outbound sequences by vertical. Your job is to run it, sharpen it, and scale it. This is a hybrid position with an expectation to be in the Utah office in Lehi 4-5 days per week. Outbound teams are built in person, and this role is at the center of that. What You’ll Do: Lead, coach, and develop a team of 6 to 8 BDRs, owning their day-to-day performance, career development, and quota attainment Own the outbound pipeline number for North America, forecasting meetings and opportunities weekly and reporting results to sales leadership Hold the team to clear activity and quality standards across dials, emails, and social touches, and address gaps quickly and directly Run daily call blocks, live coaching, and weekly 1:1s focused on measurable skill development, not status updates Build and continuously refine outbound sequences, talk tracks, and objection handling by vertical, partnering with Sales Enablement and Product Marketing Own BDR onboarding and ramp, getting new hires to full productivity inside a defined ramp window Partner with Marketing on target account lists, lead routing, and inbound follow-up standards Own the BDR to AE handoff, including meeting qualification criteria, opportunity hygiene, and pipeline quality feedback loops Use Gong, HubSpot, and outbound tooling to surface patterns in what is working, coach against real call data, and drive improvement in connect, meeting-held, and opportunity conversion rates Recruit, interview, and hire BDRs as the team scales, and build a bench of talent for internal promotion into AE roles Establish and track the KPIs that define outbound success, and make the case for changes when the data says something is not working Who We're Looking For: 1-2 years of experience managing a BDR or SDR team, with a track record of hitting team pipeline targets SaaS experience required, eCommerce experience preferred Prior success as a BDR or AE yourself, with the ability to get on the phone and show the team how it is done Proficiency with Gong, HubSpot, and modern outbound tooling, including using call data to coach Demonstrated experience building or refining outbound sequences, cold call talk tracks, and objection handling frameworks Experience hiring, onboarding, and ramping BDRs, including managing performance issues directly and fairly Analytical mindset with comfort living in pipeline and activity data, and the ability to translate it into coaching decisions High accountability and a willingness to set a hard standard and hold the line on it Excellent communication skills, both with your team and with cross-functional partners in Marketing, Product Marketing, and RevOps Ability to operate autonomously and manage competing priorities without constant direction Based in Utah with the ability to work from the Lehi office 4-5 days per week At AfterShip, we know great talent doesn’t always fit every requirement. If you’re passionate about our mission and believe you can make an impact, we encourage you to apply. Why You Should Join Us: Great Place to Work Certified: We’ve been recognized for our inclusive, values-driven culture that celebrates diversity and collaboration. Innovative & Inclusive Culture: Started by our software engineer-turned-CEO, AfterShip is built on curiosity, creativity, and collaboration. We’re a passionate, global team of problem solvers who put egos aside to innovate together. We take immense pride in fostering a culture that’s inclusive, which has allowed us to surround ourselves with the industry's most talented professionals. Ambitious Mission with Real Impact: Join us in transforming eCommerce by making buying and selling easier for everyone. It’s one of the most dynamic spaces in tech, with limitless opportunities to innovate and grow. Thrive & Grow: There’s no ceiling to what you can achieve or learn here. We’re committed to empowering your career while advancing together as a company. Perks: Competitive compensation Healthcare coverage offered from day 1 Retirement plans including company match Unlimited PTO Annual learning & wellness benefit Monthly book perk Career progression & professional development In-office lunch and commuter benefits for those located in our hub locations Salary range for this position: USD$125,000 - 160,000 on-target earnings (OTE) We are an equal opportunity employer and provide accommodations upon request throughout the recruitment process, in accordance with local legislation. Please let us know if you require any support, and we’ll work with you to meet your needs. This job posting is for a new position. We believe in hiring right over hiring fast. While timelines may vary, we’re looking to fill this role as soon as possible. Our hiring process uses AI to help with initial resume screening and to support interview note-taking. These tools help our team stay organized and fair, but all hiring decisions are made by people

Requirements

Must-haves

Lead, coach, and develop a team of 6 to 8 BDRs, owning their day-to-day performance, career development, and quota attainment
Own the outbound pipeline number for North America, forecasting meetings and opportunities weekly and reporting results to sales leadership
Hold the team to clear activity and quality standards across dials, emails, and social touches, and address gaps quickly and directly
Run daily call blocks, live coaching, and weekly 1:1s focused on measurable skill development, not status updates
Build and continuously refine outbound sequences, talk tracks, and objection handling by vertical, partnering with Sales Enablement and Product Marketing
Own BDR onboarding and ramp, getting new hires to full productivity inside a defined ramp window
Partner with Marketing on target account lists, lead routing, and inbound follow-up standards
Own the BDR to AE handoff, including meeting qualification criteria, opportunity hygiene, and pipeline quality feedback loops
Use Gong, HubSpot, and outbound tooling to surface patterns in what is working, coach against real call data, and drive improvement in connect, meeting-held, and opportunity conversion rates
Recruit, interview, and hire BDRs as the team scales, and build a bench of talent for internal promotion into AE roles
Establish and track the KPIs that define outbound success, and make the case for changes when the data says something is not working
1-2 years of experience managing a BDR or SDR team, with a track record of hitting team pipeline targets
Prior success as a BDR or AE yourself, with the ability to get on the phone and show the team how it is done
Proficiency with Gong, HubSpot, and modern outbound tooling, including using call data to coach
Demonstrated experience building or refining outbound sequences, cold call talk tracks, and objection handling frameworks
Experience hiring, onboarding, and ramping BDRs, including managing performance issues directly and fairly
Analytical mindset with comfort living in pipeline and activity data, and the ability to translate it into coaching decisions
High accountability and a willingness to set a hard standard and hold the line on it
Excellent communication skills, both with your team and with cross-functional partners in Marketing, Product Marketing, and RevOps
Ability to operate autonomously and manage competing priorities without constant direction
Based in Utah with the ability to work from the Lehi office 4-5 days per week
At AfterShip, we know great talent doesn’t always fit every requirement. If you’re passionate about our mission and believe you can make an impact, we encourage you to apply.
Great Place to Work Certified: We’ve been recognized for our inclusive, values-driven culture that celebrates diversity and collaboration.

Nice-to-haves

SaaS experience required, eCommerce experience preferred

Application prep

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Keywords to mirror

Platform: greenhouse
Effort: quick

Benefits

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Pto

Wellness

Professional Development