Manager – Sales Development

About the role

You'll own and build Browserbase's pipeline engine from the ground up. You'll lead, coach, and scale our SDR team, and partner closely with Sales, Marketing, and leadership to define how we generate pipeline. This role is much more than managing activity. You'll shape how the market discovers Browserbase and directly influence the quality of every deal our AEs work.

What you'll do

• Lead, coach and grow the SDR team, from hiring and onboarding to weekly coaching and career development.
• Build a value-based pipeline strategy that leads with customer outcomes and use cases, not volume, to improve our SQL to SQO conversion rate.
• Set the team up to deliver 3x qualified pipeline through sharper targeting, messaging, process and AI-driven workflows.
• Help us take Browserbase into new verticals, from account selection and personas to the plays and messaging that open doors.
• Build the strategy and presence of our pipeline engine: the systems, data, tooling, metrics and culture that make pipeline predictable and repeatable.
• Partner with AEs, Sales Engineers, TCSMs and Marketing on clear rules of engagement, SQO definitions and handoffs.
• Own the team's SQO number, and report on pipeline, conversion and forecast.
• Learn our product deeply and coach SDRs to be credible with technical buyers.

What success looks like in year one

• The team beats 100% of its SQO target, with a measurable lift in SQL to SQO conversion.
• You're fluent in our product and your SDRs hold their own with engineering leaders.

You're a good fit if you...

• Have led or built an SDR or BDR team at a high growth B2B company, ideally one selling technical products.
• Have a track record of hitting team pipeline targets and improving conversion, not just activity.
• Are deeply curious and consultative. You teach reps to uncover pain and prescribe solutions.
• Are AI-native. You've built your own workflows with tools like Claude and can show what you automated and what it changed.
• Learn and adapt fast, and are comfortable with ambiguity and change.
• Bring humility, grit, a bias for action and a low ego.
• Have strong technical aptitude and can make a developer-first product make sense to any buyer.
• Are willing to work from our San Francisco office 4 days a week, or to relocate.

We care less about years of experience and more about the qualities above.

Nice to haves

• Experience with prospecting tools like Amplemarket, Clay or Nooks.
• Experience launching outbound into new verticals or segments.
• Experience building an SDR function from scratch at an early-stage company.
• Experience selling developer tools, APIs or infrastructure.

Why you should join us

• Build the pipeline engine for a category-defining infrastructure company, and own how the market discovers it.
• Join a lean team where your work directly drives company growth, with high visibility to leadership.
• Work alongside people who raise the bar with every hire.

Benefits

• Competitive salary plus meaningful early-stage equity
• Medical, dental and vision coverage for you and your dependents
• 401(k)
• Daily catered lunches and a fully stocked kitchen in our downtown San Francisco office
• Unlimited access to AI tools and credits
• Regular team offsites and company events

OTE (includes base + commission) 165000 - 205000 USD