Manager, Revenue Development
About Scrunch
Scrunch, a venture-backed startup, is on a mission to bring brands to an AI-first future—where people increasingly rely on LLMs to discover, understand, and act on information that matters to them.
As AI search and conversational agents replace traditional web search and browsing, Scrunch helps marketing teams rethink how their products and services are discovered and surfaced on AI platforms like ChatGPT, Claude, Gemini, and more—working with AI platforms, not against them. This shift represents the biggest change to marketing since the dawn of the internet.
With $26M in backing from Mayfield Fund, Decibel, Homebrew, GTM Capital, and leading Silicon Valley founders and operators, Scrunch has scaled rapidly since commercial launch. Today, more than 500 paying brands—including Fortune 500 companies like Lenovo, category-defining brands like Skims, and breakout startups like Clerk—use the platform.
About the Role
The AEO/GEO category is exploding, and Scrunch is one of a handful of well-capitalized players with the product depth and enterprise traction to win. We're looking for a Manager, Revenue Development to build our BDR function from the ground up — a player-coach who carries a pipe target, manages a growing team of 3–4 BDRs, and architects the systems, playbooks, and culture that scale with us. You'll own the top of the funnel and work hand-in-glove with AEs, PMM, and marketing to convert market momentum into booked pipeline.
This is an AI-first role — but not an AI-only one. Enterprise deals are won by great humans who build trust, navigate complex buying committees, and earn relationships. What AI does is make those humans dramatically more effective: better research, sharper personalization, faster follow-up, smarter prioritization. We're looking for someone who thinks in workflows, builds automations and agent-based systems using the Claude suite or equivalent tools, and treats AI as the foundation the team operates on — not a feature layered on top. But you also know when a human touch is the only thing that moves a deal forward, and you coach your team accordingly.
You'll have full ownership of the tech stack. You know what best-in-class looks like across signal-based prospecting, automated dialers, AI sales agents, call recording and coaching, and outbound sequencing. Your job is to build the stack that wins.
What You’ll Do
Build & Lead the BDR Team
Hire, onboard, and develop a team of 3–4 BDRs; own their ramp, coaching, and career progression
Set the bar for outbound craft—messaging quality, personalization depth, and creative prospecting that breaks through
Run a daily/weekly operating cadence: pipeline reviews, call coaching, 1:1s, and team enablement sessions
Build a culture of accountability, curiosity, and continuous improvement—where reps compete to get better, not just to hit numbers
Own the Outbound Motion
Define and execute Scrunch's outbound BDR strategy across enterprise and mid-market segments
Build a precision prospecting engine powered by signal-based platforms and AI agents—no spray and pray
Deploy AI sales agents and automated dialer workflows to scale rep output without scaling headcount linearly
Leverage call recording and AI coaching tools to surface winning patterns, close skill gaps, and accelerate rep development
Partner with PMM to arm the team with battlecards, personas, messaging frameworks, and objection handlers that actually work in the field
Create tiered prospecting plays: high-touch 1:1 enterprise sequences and scalable mid-market campaigns
Partner with Marketing to ensure air cover (campaigns, content, events) translates to ground cover (sequences, outreach, pipeline)
Build the System
Codify our BDR playbook from scratch: prospecting methodology, qualification criteria, AE handoff process, and onboarding curriculum
Select, implement, and own the full BDR tech stack across signal-based prospecting, automated dialers, AI sales agents, call recording, and outbound sequencing—you decide what best-in-class looks like
Build AI-powered workflows using Claude or equivalent to automate research, personalization, and follow-up at scale
Define and track the KPIs that matter: speed-to-lead, conversion rates, pipeline contribution, and sequence performance
Run quarterly ICP reviews with sales leadership and marketing to sharpen targeting as the market evolves
Be the Bridge
Partner tightly with AEs to ensure ICP alignment, qualification criteria, and seamless handoffs
Feed market intelligence—objections, competitive signals, persona insights—back into PMM and product
Own Pipeline Reviews with sales leadership covering top-of-funnel health, conversion velocity, and campaign effectiveness
What You’ll Bring
3–5+ years in B2B SaaS sales (BDR/SDR/AE), with 1–2+ years managing or leading a BDR/SDR team
Proven track record building or scaling an outbound BDR function—ideally at a high-growth startup (Series A–C)
Demonstrably AI-first: you build workflows, not just use tools. Comfortable designing automations and agent-based systems with Claude AI or equivalent LLM platforms
Hands-on experience across modern BDR tool categories: signal-based prospecting platforms, AI sales agents, automated dialers, call recording and coaching tools, and outbound sequencing
Strong analytical chops—you can look at a funnel, find the leak, and fix it
A builder's mindset: you've built processes from scratch, not just inherited them
Experience selling a new or emerging category where you had to create urgency and educate the market
Based in or willing to relocate to Salt Lake City, UT
Scrunch is an equal opportunity employer. We welcome people of all backgrounds, experiences, perspectives, and identities. We do not discriminate on the basis of race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.