Director, Business Development

About the Role

We’re looking for a proven sales development leader to own and scale our Business Development (BDR) function. The ideal candidate is both a builder and a coach — someone who can architect a high-performing outbound motion, recruit and develop exceptional talent, and ensure the BDR organization becomes a predictable engine for pipeline growth.

This role reports to the VP of Sales and works cross-functionally with Marketing, RevOps, and Sales to define strategy, drive execution, and constantly improve conversion rates through data, process, and people.

What You’ll Do

• Own the BDR Function: Build and execute the overall BDR strategy, including segmentation, territories, outreach strategy, and success metrics.

• Recruit, Mentor, and Retain Top Talent: Hire exceptional BDRs and team managers, build a culture of accountability and curiosity, and create clear career paths into AE or other revenue roles.

• Run an Effective BDR Machine:

• Implement scalable playbooks for outbound prospecting, own qualification, and handoffs to AEs.

• Use data and tooling (Salesforce, Outreach, Gong, etc.) to monitor performance and continuously improve.

• Ensure high-quality pipeline generation through rigorous coaching, enablement, and process consistency.

• Partner Cross-Functionally:

• Collaborate with Marketing to optimize campaign follow-up, lead routing, and messaging alignment.

• Work with Sales and RevOps to ensure territory alignment and fair performance measurement.

• Forecast and Report: Deliver accurate, actionable insights on BDR productivity, conversion rates, and pipeline contribution.

• Innovate: Continuously test new outreach strategies, messaging, and channels to keep the team creative and competitive.

Who You Are

• 5–8+ years in BDR/SDR leadership, ideally at a SaaS company selling to technical or manufacturing audiences.

• Proven experience building or scaling a BDR team from early stages to a repeatable, high-performance function.

• Data-driven operator with deep understanding of metrics like conversion rates, activity quality, and pipeline coverage.

• Exceptional recruiter and coach — passionate about developing and mentoring early-career sales talent.

• Strong communicator who collaborates easily across sales, marketing, and operations.

• Comfortable working in a fast-paced, high-growth environment where playbooks evolve quickly.

Success Looks Like

• Predictable, high-quality pipeline generation across key segments.

• A clear talent pipeline of top-performing BDRs ready to become AEs.

• Strong collaboration with Marketing and Sales that drives measurable impact on revenue.

• BDR culture that’s competitive, motivated, and continuously improving.

• Travelling to St. John’s