About Us
We’re UserTesting, a leader in human insights. We believe the path to understanding people—and building great experiences—starts with empathy. Working here means helping organizations tap into the human side of business to collaborate, innovate, and launch with confidence. We empower companies to connect with their audiences naturally and authentically through experiences that are intentionally human.

Trusted by over 3,000 customers, including 75 of the Fortune 100, UserTesting accelerates growth, reduces costs, and helps organizations close the experience gap. Join us, and help build the engine for human understanding.

The Opportunity
We’re looking for a passionate and data-driven Senior Manager to lead one of our BDR (Business Development Representative) team. This is a strategic, people-first role where you’ll guide a group of ambitious BDRs—most based in Atlanta—toward shared goals, career growth, and real impact.

You’ll collaborate closely with marketing and sales leadership to turn inbound interest into pipeline, and craft outbound strategies that drive demand and delight our future customers. This is your chance to shape the future of our BDR program and be a key voice in our go-to-market (GTM) strategy.

The Team
You’ll lead a group of motivated BDRs across multiple time zones, with a strong core team located in Atlanta. Reporting into senior GTM leadership, this team is focused on driving high-quality pipeline, sharing feedback loops with marketing, and creating a launchpad for future sales talent.

What We’re Looking For
We’re after someone who’s inspiring, collaborative, and obsessed with making data actionable. You’ll thrive here if you’re motivated by coaching people, building scalable processes, and seeing your strategies fuel growth.

Describing the role:

• Lead, manage, and grow a team of BDRs across multiple time zones with most located in Atlanta

• Collaborate with marketing and sales leadership to optimize lead generation campaigns and ensure tight alignment between functions for effective and efficient follow up on inbound leads.

• Develop and execute outbound strategies to generate qualified pipeline in close alignment with sales teams

• Drive and evolve BDR global process with best practices and utilise as a coaching framework to drive team success.

• Set clear performance expectations, KPIs, and work with BDRs to succeed.

• Analyze data and funnel metrics to identify areas for improvement and implement scalable processes

• Hire, onboard, and train new BDRs to maintain high standards of excellence

• Foster a culture of accountability, learning, and continuous improvement

• Represent the voice of the BDR team in leadership meetings and contribute to strategic GTM planning

You’ll bring:

• 6+ years of experience in B2B sales or business development roles, with at least 3 years in a leadership capacity

• A proven track record managing hybrid BDR/SDR teams in a SaaS environment

• Deep understanding of outbound and inbound sales strategies

• Exceptional coaching and communication skills

• A passion for developing talent and building inclusive, high-performing teams

• A data-led mindset—you’re comfortable diving into funnel metrics and optimizing as you go

• Experience working with Salesforce, Outreach, Gong, Orum, or similar tools

• Comfort in fast-paced, scaling environments

Don’t meet every single requirement but excited about the role?
We encourage you to apply! Research shows that some people—especially from underrepresented groups—are less likely to apply unless they meet every single requirement. But you might be just the right person for this or other roles. We believe diversity of backgrounds, experiences, and thinking makes us stronger.

Application Process
✅ Meet with a Recruiter
✅ Interview with the Hiring Manager with BDR Leadership

✅ Discussion with BDR Manager
✅ Prepare & Present Interview with BDR Leadership
✅ Final Interview with Sales Leadership
✅ Offer Stage

Accommodations
At UserTesting, we’re committed to building inclusive and accessible experiences for all candidates. If there’s anything we can do to make the interview process more accessible for you, please let us know at talentexperience@usertesting.com.

UserTesting is an Equal Opportunity Employer and a participant in the U.S. Federal E-Verify program. Women, minorities, individuals with disabilities and protected veterans are encouraged to apply. We welcome people of different backgrounds, experiences, abilities and perspectives. UserTesting will consider qualified applicants with criminal histories in a manner consistent with the San Francisco Fair Chance Ordinance, as applicable.