Job Description
Competencies
This is a role for someone who has built and scaled outbound before and wants to do it again at a higher level. What we think that takes:
5+ years of experience in high-volume BDR/SDR (Outbound), AE, or Business Development, with 2+ years in leadership roles
Proven track record of scaling sales development teams (e.g., from single digits to 20-50+ reps) while achieving ambitious pipeline/revenue contribution targets
Strong sales pedigree: deep understanding of sales qualification methodologies (BANT, MEDDIC, SPICED, etc.) and outbound prospecting best practices
Systems-savvy: expert in CRM, engagement tools, and sales automation; ability to architect efficient workflows, reporting, and dashboards
Data-driven operator with a demonstrated ability to optimize for conversion, productivity, and ROI at scale
Excellent communicator, motivator, and coach, capable of building trust with both executives and front-line reps
Growth-oriented, entrepreneurial mindset with the resilience to thrive in a fast-paced, high-expectation sales environment
Trajectory
In this role you will:
Sales Leadership & Team Scaling
Build, lead, and scale a high-volume BDR team that consistently hits aggressive pipeline targets
Recruit, train, and retain top sales talent, with a structured performance framework spanning KPIs, quotas, comp models, and promotion paths
Foster a competitive, metrics-driven, and coaching-oriented sales culture
Establish repeatable playbooks and frameworks that enable fast onboarding and predictable performance across geographies, markets, and verticals
Revenue Generation & Alignment
Own pipeline creation, ensuring outbound efforts consistently translate into high-quality pipeline and, ultimately, revenue
Partner closely with Account Executives, Sales Leadership, and Marketing to optimize territory coverage, lead handoff, and campaign execution
Set clear productivity and conversion benchmarks (calls, sequences, meetings, SQLs, closed-won impact) and manage the team rigorously against them
Process, Systems & Operations
Design and implement scalable prospecting processes across segments and markets, in close collaboration with Revenue Operations
Leverage CRM and sales engagement tools to maximize workflow efficiency and output quality
Continuously evaluate and improve workflows to drive volume, personalization, and conversion at scale
Execution & Hands-On Involvement
Lead from the front, personally supporting high-value prospecting campaigns and modeling best practices in outreach
Coach BDRs on objection handling, messaging, and qualification to build sales acumen and confidence
Drive continuous experimentation in outbound sequences, multichannel engagement, and messaging to maximize ROI
Definition of Success
We measure success by impact, not activity. Here's what that looks like:
You have scaled a high-volume BDR organization that consistently outperforms its pipeline and revenue contribution targets
You have implemented systems, processes, and playbooks that enable predictable, repeatable performance
You have built a culture of sales excellence, career development, and accountability across the team
You are driving significant top-of-funnel growth while aligning tightly with Sales, Marketing, and RevOps