Business Development Lead

• Own the BDR methodology, playbooks, and qualification standards — designed and measured centrally, and tuned for each sales pod’s territory reality
• Manage day-to-day operations, performance, and career development for a distributed team of BDRs embedded across US and EMEA sales pods
• Co-develop with Commercial leadership the BDR compensation plan, quota-setting, ramp model, and accelerators, keeping the team’s incentives aligned with their pods’ targets
• Build and maintain the central BDR tooling and AI stack, reporting, and pipeline benchmarks — deploying AI agents and buying signals for prospecting, qualification, and reporting so every BDR runs a consistent, measurable, AI-accelerated motion
• Partner with Frontline Sales Managers on account allocation, AE briefing, and pod operating rhythm while owning the BDR development track end to end
• Run the BDR career framework (BDR → Sr. BDR → AE, plus cross-functional paths) as a talent pipeline for the commercial org, in partnership with Sales leadership
• Partner with Revenue Marketing on lead-follow-up SLAs, ABx alignment, and campaign coordination
• Key Collaborators:
• Sales pods including Frontline Sales Managers and Account Executives
• Revenue Marketing
• Product Marketing
• GTM Operations
• Sales and GTM Operations leadership
• This role reports to Head of GTM Strategy with dotted line to Head of Sales, and expected to an active partner to all Frontline Sales Managers

Benefits

• Impactful Work: Have a direct impact on product and culture
• Work/Life Balance: Flexible work and unlimited vacation policy, virtual company events and happy hours
• Additional Perks: Commuter benefits, a work-from-home stipend, fitness subsidies
• Competitive Benefits: Healthcare, Dental, Vision, Short-term Disability, Long-term Disability, Health Reimbursement Account (HRA)
• Family-Friendly Policies: Parental Leave, 401K & Life Insurance
• Employee-Led Communities: Parents@Tulip, Hey Lady, Allies@Tulip and more

• You’ve done the BDR/SDR work yourself and you’re ready to lead the people who do it — and you treat pipeline as a revenue commitment, not an activity metric
• You know what great pipeline generation looks like, how to coach someone toward it, and how to tie a team’s output directly to opportunities created and cARR influenced
• You’re equally at home building the systems — playbooks, tooling, comp, reporting, and the AI that makes the team faster — and developing the humans on a distributed team, and you thrive in cross-functional ambiguity translating between Sales, Marketing, and Operations
• You see the BDR function as both a revenue engine and a talent engine for the commercial org, and you want to build it that way
• Skilled cross-functional operator who can align Sales, Revenue Marketing, and GTM Operations around a shared account model
• Proven track record building and scaling inbound and outbound pipeline-generation motions and hitting team opportunity and pipeline targets
• Bachelor’s degree or equivalent working experience
• AI-forward operator who uses AI to scale prospecting, qualification, and reporting — and pushes the team to build it into their daily motion
• Strong people leader who can coach, develop, and performance-manage a distributed team and build clear, motivating career paths
• Fluency with the modern BDR stack — Salesforce, sales engagement and AI prospecting tools, and pipeline reporting and analytics
• We know even great candidates experience imposter syndrome. Even if you don’t match every requirement, applying gives you the opportunity to be considered
• Experience with account-based (ABx/ABM) motions or pod-based selling structures
• Familiarity with manufacturing or industrial software (MES, ERP) or other complex enterprise sales
• 5+ years of experience in sales or business development, including 2+ years leading a business development or sales development team