BDR Manager - West Coast

About the role

We're looking for a BDR Manager to lead and scale our West Coast based BDR team. You will take ownership of a small team of BDRs, with a clear mandate to grow and develop the team significantly. Your role is to build a high-performing, innovative, and people-oriented BDR function that drives Nebius's growth in the US market, targeting both AI-native startups and enterprise customers , in close collaboration with the Sales and Marketing Leadership Teams . This position is based in the San Francisco Bay Area and operates in a hybrid work model. Candidates must be located within the Bay Area and able to work in-person as needed with the broader US leadership team. Your responsibilities will include: Team Leadership & Scaling Lead, mentor, and develop a team of BDRs, preparing them for rapid expansion in 2026 & 2027. Recruit top talent, foster a culture of continuous learning, and ensure each team member is equipped to engage with both high-growth startups and established enterprises . Design and implement onboarding and training programs tailored to the needs of these diverse customer segments. Strategic Partnership with Leadership Work hand-in-hand with the Sales and Marketing Leadership Teams to align BDR strategies with Nebius's dual focus: AI-native companies and enterprise clients . Collaborate closely with sales leaders to refine target account lists, qualification criteria, and pipeline development processes for both segments. Partner with marketing leaders to optimize lead generation, messaging, and campaign effectiveness for startups and enterprises alike. Process Improvement & Innovation Build and optimize scalable BDR processes, leveraging technology and data to increase efficiency, conversion rates, and pipeline quality across all customer types. Identify and integrate new tools and methodologies to keep the team at the forefront of sales innovation, adapted to the specific needs of startups and large organizations. Market & Performance Ownership Stay ahead of AI, cloud, and sales technology trends to position Nebius as a leader in the US market for both AI-native and enterprise customers . Represent Nebius at key industry events, conferences, and networking opportunities to build brand awareness and generate pipeline in both segments. Create a supportive, people-first environment where BDRs are motivated, engaged, and empowered to exceed their targets, whether engaging with a fast-moving startup or a complex enterprise. We expect you to have: Proven Experience: 3+ years as a BDR/SDR in cloud, B2B SaaS, or AI, with a strong track record in the US market and experience engaging with diverse customer profiles (startups to enterprises). 1+ years of management experience , with a passion for recruiting, coaching, and scaling teams in a multi-segment environment. Experience working closely with executive and leadership teams to drive strategic initiatives. Technical & Sales Acumen: Deep understanding of B2B sales processes, CRM systems (e.g., HubSpot, Salesforce), and sales engagement tools (e.g., Outreach, Apollo). Ability to articulate Nebius's value proposition to technical and business stakeholders , from founders to C-level executives. Soft Skills & Mindset: Exceptional leadership, communication, and interpersonal skills, with a focus on team development and empathy. Strong ability to influence and collaborate with cross-functional leaders. Analytical and data-driven, with a commitment to continuous improvement and innovation. Thrives in ambiguity and is excited by the challenge of scaling a team in a high-growth, multi-segment environment. Key employee benefits in the US: Health insurance: 100% company-paid medical, dental, and vision coverage for employees and families. 401(k) plan: Up to 4% company match with immediate vesting. Parental leave: 20 weeks paid for primary caregivers, 12 weeks for secondary caregivers. Remote work reimbursement: Up to $85/month for mobile and internet. Disability & life insurance : Company-paid short-term, long-term and life insurance coverage.