Who is Litmus

Litmus is building the data foundation that powers industrial AI.

AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap.

We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time, reduce downtime, and optimize production.

Backed by leading investors and trusted by global manufacturers and partners like Google, Microsoft, Dell, Oracle, and Mitsubishi, Litmus is powering the shift toward software-defined manufacturing.

Why join Litmus

Build the infrastructure that makes industrial AI possible

AI is moving beyond the cloud and into the physical world. At Litmus, you’ll build the infrastructure that enables real-time data to power AI and machine learning systems in production environments.

Work on problems where software meets the real world

Most AI systems fail without access to real-world data. You’ll build the layer that makes them viable in production. We solve challenges at the intersection of distributed systems, real-time data, and industrial constraints — where reliability, scale, and performance are non-negotiable.

Have real impact, fast

You’ll work on systems used by real customers in production, with direct impact on product and company trajectory. As a scaling company, we move quickly. You’ll have ownership, visibility, and the ability to shape both product and company as we scale.

Join a high-performance team

We’re building a team that holds a high bar and pushes each other to improve. You’ll work alongside experienced operators, engineers, and leaders who have done this before and are building again at scale. We hire people who take ownership, move quickly, and care about outcomes. No passengers.

Our culture

At Litmus, the team is collaborative, curious, and low ego. People are scrappy, take ownership, and look for ways to make an impact. We value empathy just as much as execution, whether that’s in how we build, how we communicate, or how we support each other.

We’re a growing company, so things move quickly and not everything is perfectly defined. If you enjoy figuring things out, working closely with others, and making steady progress, you’ll do well here.

The Role

As the BDR Team Lead (NA) – Player/Coach, you will lead and develop a high-performing team of Business Development Representatives while actively contributing as an individual producer. This hybrid leadership role is ideal for someone who thrives on coaching talent, building scalable outbound strategies, and personally engaging with key manufacturing accounts.

You will play a critical role in shaping pipeline generation across North America, partnering closely with sales and marketing leadership to drive revenue growth in the manufacturing sector.

Key Responsibilities

Team Leadership & Coaching

• Act as a player-coach by leading from the front while supporting onboarding, team development, and go-to-market alignment across North America

• Help recruit, onboard, and develop a high-performing team of BDRs in partnership with the People Operations team, with a strong focus on the North American market

• Provide hands-on coaching through call reviews, pipeline and deal strategy sessions, and ongoing 1:1 mentorship

• Foster a high-performance, collaborative, and feedback-driven culture that encourages learning, ownership, and execution excellence

Player Contribution (Individual Quota)

• Personally prospect and engage strategic manufacturing accounts across North America to build and accelerate pipeline growth

• Execute high-impact outbound outreach to senior stakeholders, including plant managers, operations leaders, and executive decision-makers

• Qualify complex opportunities and convert them into high-quality sales pipeline for Account Executives

• Lead by example through consistent execution, strategic prospecting, and strong pipeline generation performance

Outbound Strategy & Execution

• Design, execute, and optimize multi-channel outbound campaigns across email, phone, LinkedIn, and other relevant channels

• Develop and refine messaging tailored to manufacturing personas and Industry 4.0 initiatives

• Align regional outbound execution with global business development initiatives and go-to-market strategies

• Leverage data, analytics, and market insights to continuously improve outreach effectiveness and conversion rates

• Identify scalable outbound strategies that drive engagement, meetings, and qualified pipeline growth across North America

Cross-Functional Collaboration

• Collaborate with Sales leadership to ensure pipeline quality, conversion efficiency, and alignment on target accounts

• Work closely with global business development leadership to ensure consistency in process, messaging, reporting, and strategic priorities

• Provide ongoing feedback on market trends, customer pain points, messaging effectiveness, and competitive insights

• Work cross-functionally to improve the buyer journey and strengthen overall go-to-market execution

CRM & Pipeline Management

• Ensure accurate tracking and reporting of team activities, pipeline progression, and performance metrics within Salesforce

• Analyze outbound and pipeline metrics to identify trends, gaps, and opportunities for optimization

• Maintain clear forecasting visibility and reporting for pipeline generation activities across North America

• Drive operational discipline and data accuracy to support scalable sales development processes

Industry & Market Expertise

• Stay current on manufacturing trends, including smart factories, Industrial IoT, digital transformation, and operational intelligence

• Understand key manufacturing pain points and align outreach strategies to customer business outcomes

• Position Litmus.io as a trusted partner in operational excellence, connectivity, and data-driven manufacturing

• Bring industry context and strategic insights into prospect conversations to strengthen credibility and engagement

What We’re Looking For

Experience

• 5+ years in BDR, SDR, or business development roles, with at least 1–2 years in a leadership or mentoring capacity

• Proven track record of exceeding pipeline generation targets

• Experience in manufacturing, industrial technology, IoT, or related sectors strongly preferred

Leadership & Coaching

• Demonstrated ability to hire, develop, and scale high-performing outbound teams

• Strong coaching mindset with a passion for developing early-career sales talent

Communication & Executive Presence

• Exceptional written and verbal communication skills

• Comfortable engaging senior stakeholders and decision-makers

Strategic & Data-Driven Thinking

• Ability to translate market insights into effective outbound strategies

• Strong analytical skills with experience using data to drive performance improvements

Technical Skills

• Proficiency with CRM platforms such as Salesforce and sales engagement tools including Salesloft, HubSpot, and Clay

• Familiarity with modern sales methodologies such as Challenger Sale, SPIN Selling, and Sandler Selling System

• Ability to leverage sales technology, data, and process discipline to drive pipeline generation and outbound effectiveness

• Strong understanding of outbound prospecting workflows, account research, and multi-channel engagement strategies

Core Traits

• Player-coach mentality: leads by example and drives results personally

• Resilient, proactive, and adaptable in a fast-paced, high-growth environment

Preferred Qualifications

• Experience leading North American outbound teams

• Background in edge computing, IoT, or industrial automation solutions

• Experience scaling outbound motion in a startup or high-growth SaaS company

What We Offer

• Competitive Compensation: Base salary + individual performance-based incentives

• Leadership Opportunity: Shape and build the NA BDR function

• Career Growth: Clear path into senior sales or GTM leadership roles

• Learning & Development: Access to industry training, mentorship, and leadership coaching

• Flexibility: Hybrid work options based in Toronto