BDR Team Lead

This is a fully remote position, open to applicants in United States.

📋 Description

• Take charge of the outbound pipeline engine. Refine the targeting strategy, account selection criteria, and signal-based prioritization to guide your team on whom to contact and the rationale behind it. Begin with non-scalable methods, then establish systematic processes.

• Lead and nurture a team of talented BDRs, including existing members (Andreas, Lorena, Melad). Provide daily coaching on messaging, objection handling, qualification discipline, and outreach quality. Conduct weekly one-on-ones concentrating on skill enhancement rather than just activity assessment. Develop a ramp plan that prioritizes the learning trajectory as the key performance indicator in the initial 60 days.

• Create the tooling and automation layer. Assist in designing and maintaining workflows on Clay.com, Salesforce enrichment processes, and AI-assisted sequence generation without compromising quality. You should be capable of building a Clay table from the ground up, rather than just utilizing pre-existing ones.

• Manage metrics and reporting. Develop pipeline generation dashboards, monitor leading indicators (response rates, meeting quality scores, AE acceptance rates), and generate a weekly pipeline generation report. Instrument everything in PostHog, Lemlist, and Salesforce to achieve this.

• Train on qualification discipline. Introduce and mentor a qualification framework to ensure that meetings passed to AEs are adequately qualified. Recognize disqualification as a feature, not a failure—create a taxonomy and track the reasons behind it.

• Continuously improve messaging and channels. Conduct A/B testing of outreach sequences across email, LinkedIn, video, X, Discord, TikTok, and other innovative channels. Maintain a dynamic playbook that documents effective strategies, ineffective ones, and the reasons for each.

• Work collaboratively with the TAE team to refine targeting. Utilize feedback loops from AE deal outcomes to continuously enhance targeting precision.

• You will report to Ben (Revenue Leader) and collaborate closely with Abhishek (GTM Engineer) on tooling and data infrastructure.

⛳️ Requirements

• 1–2+ years of experience managing or formally leading a BDR/SDR team as a player-coach, with direct responsibilities for hiring, coaching, and performance management. Experience as a "team lead" with informal authority is acceptable if you can demonstrate a tangible impact on rep performance.

• Previous experience carrying an individual quota. You have personally prospected, booked meetings, and ideally closed deals. You understand what success looks like because you have experienced it firsthand, not just through management. You will be expected to do it again in this role.

• Proven ability to think critically in terms of data, systems, and feedback loops, even at a smaller scale. You understand how to construct the operating system that the team relies on. You have designed or significantly enhanced a prospecting workflow, built reports from scratch, or instituted a repeatable process where none previously existed.

• Practical experience with Clay.com. You have constructed tables, enrichment workflows, and automated sequences in Clay, not merely utilized outputs created by others. Demonstrating a Clay workflow you developed is a strong indicator of your capabilities.

• Proficiency in Salesforce. You can generate reports, create custom fields, manage lead/contact data hygiene, and do not require assistance in CRM configuration.

• Familiarity with AI tools, with experience in building automation. You have employed AI tools (LLMs, AI writing assistants, workflow automation) to enhance prospecting effectiveness. Be prepared to share specific instances: "I built X using Y, resulting in an improvement of Z by W%."

• Exceptional written communication skills. Your outreach sequences, coaching notes, and Slack messages are clear, concise, and impactful. As PostHog is an async-first company, the quality of writing is crucial.

• Comfort with ambiguity and a sense of distributed ownership. This is a role focused on building rather than maintaining. You will receive an initial playbook and are expected to take ownership of it with your team, supported by a company full of proactive individuals who will provide “yes, and…” feedback.

🏝️ Benefits

• Transparency: Everyone has access to our roadmap, our compensation policies (including termination processes), our strategy, and our operational procedures in our public company handbook. Internally, we share revenue information, notes, and slides from board meetings, as well as our fundraising strategies, ensuring everyone has the context needed to make informed decisions.

• Autonomy: We empower individuals to choose their next tasks based on what will have the most significant impact on our customers, and what they find engaging and motivating. Engineers lead product teams and make product-related decisions. Teams are adaptable and can change when necessary.

• Fast-paced shipping: Why wait? We aim to develop numerous products and cannot achieve that at a standard pace. Our company is structured around small, autonomous, and highly efficient teams of skilled engineers who can outproduce much larger organizations because they own their products end-to-end.

• Dedicated building time: Meetings do not lead to product shipping. We are a natively remote organization, defaulting to asynchronous communication—PRs > Issues > Slack. Tuesdays and Thursdays are designated as meeting-free days, allowing us to prioritize uninterrupted building time over perfect coordination. This will be the most productive job you have ever held.

• Ambition: We strive to tackle significant challenges. We believe that aiming for the highest potential outcomes, even if we sometimes fall short, is preferable to not attempting at all. We maintain an optimistic outlook on what is achievable and our capability to reach those goals.

• Embracing uniqueness: Being unique means redesigning an already exceptional website for the fifth time. It means launching every product related to customer data. It also means creating an objectively unnecessary developer tool with questionable shareholder value. Engaging in unconventional activities is a competitive advantage—and it’s enjoyable.