Manager, Business Development Representatives

About Downstream

Downstream is a marketplace platform transforming the waste and construction industries from the ground up. We're on a mission to bring simplicity, transparency, and sustainability to two of the most essential — but often overlooked — sectors of our economy.

We make it easy for contractors, builders, and businesses to find and book critical services like dumpster rentals, hauling, site services, and equipment — all in a few clicks. No endless calls, no confusing pricing, no waiting around. Our platform connects customers with vetted, reliable providers so they can get what they need, when they need it.

We're not just about convenience — we're about impact. By streamlining logistics and digitizing the supply chain, we're helping reduce waste, cut emissions, and build a cleaner, more sustainable future. Let's build better, together.

About the role

We're looking for a Manager of BDRs to build and lead Downstream's outbound growth engine. This is a great opportunity for a sales leader who wants to shape a high-energy prospecting team in a fast-paced, high-growth environment.

You'll hire, coach, and manage a team of Business Development Representatives focused on heavy outbound activity — primarily by phone — to generate qualified pipeline across our full range of offerings, including site services, waste, and equipment solutions.

You'll partner closely with sales leadership and the Account Executive team to build a scalable, high-performing pipeline generation function.

What you'll do

• Hire, onboard, and develop a team of Business Development Representatives
• Coach reps on outbound phone prospecting, messaging, and lead qualification
• Own and forecast team-level pipeline generation targets
• Run call coaching, activity reviews, and pipeline quality checks
• Set individual and team activity standards, quotas, and target account lists
• Partner with Account Executive leadership to align on handoff quality and lead criteria
• Identify process, script, and tooling improvements to increase team productivity
• Report on team activity, conversion, and pipeline health to sales leadership

Role specifics

• Team managed: BDRs prospecting accounts of $10,000–$100,000 per month
• Team quota ownership: qualified meetings and pipeline generated per month
• Owned account types: full catalog — site services, waste, heavy equipment
• Weekly team activity standard: 100–125 calls per rep (heavy phone-based outbound), 75 emails, 30 LinkedIn touches
• Core focus: outbound prospecting and lead qualification, upper mid-market
• Primary ICP: multi-regional retail general contractors and tenant build-out firms

Who you are

• 3–5+ years of sales experience, including experience managing or leading an outbound team
• Track record of success in a heavy-outbound, phone-based prospecting role
• Coachable team-builder who can develop early-career sales talent
• Organized, accountable, and comfortable owning a team activity and pipeline number

Compensation

Competitive base plus commission / bonus, commensurate with experience.

Benefits

Downstream is an equal opportunity employer. We consider all applicants for employment without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, genetic information, veteran status, or any other protected status under applicable law.

• Medical, dental, and vision insurance
• 401(k) with a company match
• Company equity — be an owner in what we're building
• Paid time off, paid holidays, and floating holidays
• Parental and bereavement leave