Sales Development Manager, Hazel AI

Hazel is building the AI engine for wealth management that helps unlock 10x growth, efficiency and value for financial advisors and their clients in a regulated industry. Since its launch last September, Hazel has organically and rapidly grown its user base.

Hazel is a part of Altruist's broader mission to make financial advice better, more affordable, and accessible to all.

This role is hybrid, with four in-office days per week at our San Francisco FiDi location.

We're building one of the most exciting GTM machines in fintech right now, and pipeline generation is at the center of it. As our first BDR/SDR Manager, you'll own the full top-of-funnel motion - inbound and outbound, commercial and enterprise - and build a high-tempo, high-accountability pipeline generation culture from the ground up.

You'll manage and grow a team of 6 BDRs/SDRs, running two distinct outbound motions: high-velocity commercial outbound targeting SMB and mid-market RIA firms, and a more strategic, longer-cycle enterprise outbound motion targeting large firms and enterprise accounts. You'll report directly to the VP of Revenue and own top-of-funnel metrics end to end.

This is a builder role. The playbook doesn't exist yet - you'll write it.

- Own the full top-of-funnel pipeline engine - inbound lead qualification and outbound prospecting across commercial (SMB/MM) and enterprise RIA firms.

- Build and run two distinct outbound motions: high-velocity commercial outbound and a strategic enterprise outbound - different sequencing, messaging, rep profiles, and success metrics for each.

- Drive a high-tempo pipeline generation culture with daily standups, weekly pipeline reviews, monthly targets, and real-time activity dashboards that keep the team sharp and accountable.

- Inherent a team of 6 BDRs/SDR; Hire, onboard, and develop a larger team with a clear plan to scale quickly - split across commercial and enterprise outbound tracks.

- Build the outbound playbook from scratch: sequences, personas, messaging frameworks, territory coverage, and activity minimums tailored to the trust-first, relationship-driven RIA audience.

- Manage inbound lead routing and response SLAs - strong inbound demand means no lead goes cold.

- Install a true PG culture: leaderboards, spiffs, recognition, and accountability. You set the tone every day.

- Partner closely with the VP of Revenue on pipeline forecasting, coverage models, and top-of-funnel targets.

- Work tightly with content and marketing on outbound messaging - this audience requires a consultative, compliance-aware approach, not a spray-and-pray motion.

- Own and optimize the BDR tech stack: Clay, Apollo, HubSpot, AI-assisted personalization and enrichment tools.

- 4-7 years in sales development, with at least 2 years managing a BDR/SDR team - you've done this before and have the results to show for it.

- Has built a high-performance PG culture from scratch - knows what daily tempo looks like, how to run a tight standup, and how to hold reps accountable without killing morale.

- Experience running both commercial and enterprise outbound motions simultaneously - different rep profiles, different sequencing strategies, different definitions of success.

- Built an outbound motion before, not just inherited one - sequences, messaging frameworks, cadences, and playbooks that actually converted.

- Strong coaching instincts and a genuine developer of talent - this team is young and hungry, and they need someone who invests in them.

- Deeply data-driven - runs the team on metrics, spots problems in the numbers before they show up in quota attainment.

- High energy, high urgency - you set the tone for the team every single day and it shows.

- Fluent in modern outbound tooling: Clay, Apollo, HubSpot, AI-assisted personalization and enrichment.

- Direct experience selling into or prospecting RIA firms, broker-dealers, or wealth management platforms.

- Experience building outbound programs for an early-stage company where the ICP and messaging were still being defined.

- Familiarity with AI-native outbound tools and workflows - you've used agentic tooling to scale personalized prospecting at volume.

- Has hired and onboarded BDRs before - knows how to build a team, not just manage one.

- Fintech or financial services experience a strong plus - the RIA audience requires a consultative, trust-first outbound approach very different from standard SaaS.

This is a foundational hire and we expect to pay for a proven pipeline leader. This role has a target compensation range of $225-250k OTE (base + variable) and competitive equity. Final level and compensation is individualized and will be determined based on overall experience, qualifications, and interview performance.