BDR Manager

About the role

BDR Manager
Wayflyer
Location: Sydney,. Hybrid, three days in office, Fridays in as a team.

Other headline inclusions: 25 days annual leave, health insurance, ClassPass membership, $1,500 annual learning budget, company-wide kickoff event in Dublin.



Summary:

Wayflyer is hiring a BDR Manager in Sydney to lead a team of eight. This is a hands-on coaching role rather than a reporting one. You will be in the calls, in the transcripts and in the messaging, showing reps what works rather than telling them from a dashboard.

The business is a direct lender to e-commerce and SME businesses, Irish-founded, USD $7bn deployed globally, and the Australian office is still early enough that the job is genuinely about building. It is a fast environment and the people who join from slower Australian businesses tend to say the same thing about how much they learn.

One thing worth being straight about up front: this is not a twelve-month stepping stone into a director seat. Global leadership sits in Dublin and there is no second-line role in Australia in the near term. Wayflyer is looking for someone who wants to be excellent at this job, not someone using it as a rung.
The Company
Wayflyer lends directly to e-commerce and SME businesses. Not a broker, not a marketplace. They deploy their own working capital, backed by Tier 1 banks including J.P. Morgan.

The product uses a data-driven approach to give merchants a multiple of their top-line revenue, without taking equity. A brand doing $100k a month can access up to $200k. When that brand grows to $300k a month, the facility moves to $600k automatically. The reason merchants choose this over a bank is timing: a bank takes around three months to increase a limit, Wayflyer takes a week, and in e-commerce that gap decides whether you can buy the inventory or run the campaign.

Founded in Ireland, Wayflyer scaled from post-seed to a $1.5bn valuation as the sixth Irish unicorn and the fastest Irish startup to get there. Roughly USD $7bn has been deployed globally. Offices in Dublin, London, New York, Charlotte, Berlin and Sydney.

Australia matters more than the headcount suggests. The business has moved beyond pure e-commerce into broader SME lending, which has expanded what the local team can write. Facility sizes run to $1m today and are expected to reach $2m to $3m by the end of next year. For context, Prospa typically plays around $250k. A separate broker network launched recently is already running $200k of net income a month and is forecast to be ten times that within a year.

The Sydney office is around 30 people with six roles open, targeting 45 to 50 by the end of 2027. In the last twelve months it has doubled, moved offices twice and launched a new product.
The Role
You will lead a team of eight BDRs running fully self-sourced outbound across Australia, covering SMB, e-commerce, wholesale brands and Amazon Marketplace sellers. There is no inbound queue and no assigned account list. Reps build their own book.

The mandate is player-coach, and Wayflyer means it in the hands-on sense. The recurring problem you will solve is a rep telling you they made thirty cold calls and booked nothing. Your job is to listen back to those calls and show them what you would have done differently, look at their messaging, and get them unstuck the same day. That is why personal outbound credibility matters here more than management tenure.

Success is measured in passes, meaning opportunities that clear the credit committee. A junior BDR carries six a month, a senior carries eight, and those roll up to you. Meeting volume is deliberately not the measure. A rep can book a hundred meetings and still miss, because if the merchant already has debt with Prospa, OnDeck and Shopify Capital they were never going to clear credit. Teaching ICP judgement is the hardest and most valuable part of the job. Targets are seasonal and step down across January to March.

The team skews junior and several reps are approaching promotion, so hiring and ramping is part of the role rather than an occasional task. Wayflyer has a full sales enablement function, a structured onboarding flow and a buddy system, but once formal onboarding finishes, the reps are yours.

You will report to Brian Kenny, the Australian GM, and work alongside Ciaran Macwhite who runs the AE team.

The stack you will have: HubSpot as CRM, Amplemarket for sequencing, Orum as the dialer, an AI tool that listens to recorded calls and gives live coaching feedback, Trendtrack for site traffic as a buying signal, and Charm for prospect lists with social growth data. It is better resourced than most direct competitors. Prospa, for instance, does not have an equivalent dialer.
What Success Looks Like
First 30 days: Learn the product and the credit mechanics properly, because you cannot coach ICP without them. Get across the stack. Sit with every rep, listen to live calls, and build your own read on where each person is strong and where they a