Director, Business Development

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

📋 Description

• Lead and enhance the global BDR organization, managing both inbound and outbound pipeline generation across various segments and regions.

• Contribute to GTM decision-making and strategy as a member of the CRO’s R-Staff and the RevOps Leadership Team.

• Collaborate closely with Sales, Marketing, and Revenue Operations to review and refine the existing BDR playbook, including outbound sequencing, messaging, ICP targeting, and qualification criteria, adapting it as market and product demands evolve.

• Develop, mentor, and retain a high-performing team of BDR managers and individual contributors across different time zones, consistently raising the performance standards.

• Maintain a reliable pipeline coverage model, ensuring each segment and region meets pipeline generation targets and proactively identifying underperformance.

• Work directly with the CMO and Marketing Leadership on strategic initiatives, campaign alignment, lead routing, and feedback mechanisms to enhance inbound conversion continuously.

• Collaborate with Sales leadership to ensure seamless BDR-to-AE handoffs and promote joint accountability for pipeline quality.

• Evaluate and strengthen the operating rhythm for BDR organization pipeline reviews, rep coaching, activity metrics, and performance management, implementing improvements where necessary.

• Collaborate cross-functionally with Enablement to assess and enhance onboarding, ramp-up programs, and ongoing skills development for the team.

• Monitor and continuously enhance key metrics: pipeline generated, conversion rates, ramp time, rep productivity, and attainment.

• Act as a player-coach when necessary, modeling the prospecting behaviors and standards you expect from the team.

⛳️ Requirements

• 8+ years of experience in sales or business development, including at least 4 years in leadership roles for BDR or SDR teams within a B2B SaaS or infrastructure software company.

• Demonstrated success in building and scaling global BDR functions, from hiring and enablement to achieving pipeline targets and quota fulfillment.

• Solid understanding of outbound sales strategies, modern prospecting tools (such as Gong, LinkedIn Sales Navigator, Common Rom, Salesforce, ZoomInfo, and Lusha), and standards for pipeline hygiene.

• Experience in a high-growth, product-led, or hybrid go-to-market environment.

• Data-driven individual capable of building and managing a pipeline model, accurately forecasting, and identifying performance gaps before they escalate.

• Proven history of developing BDR talent, including promoting reps to AE roles and fostering a culture of accountability and continuous improvement.

• Strong cross-functional collaborator, effectively engaging with Marketing, Sales, Enablement, and RevOps teams.

• Experience working across multiple geographies and time zones, with an awareness of regional differences in go-to-market strategies.

• Exceptional communication skills; clear, direct, and comfortable presenting to executive leadership.

🏝️ Benefits

• Freedom & flexibility; tailor your work schedule to fit your life.

• Designated quarterly Whaleness Days and an end-of-year Whaleness break.

• Home office setup; we aim to ensure your comfort while working.

• 16 weeks of paid parental leave (after 6 months of employment).

• Technology stipend of $100 USD net per month.

• PTO plan that encourages you to take time for activities you enjoy.

• Training stipend for conferences, courses, and classes.

• Equity; as a growing startup, we want all employees to share in the company's success.

• Docker Swag.

• Medical benefits, retirement plans, and holidays vary by country.

• Remote-first culture, with office locations in Seattle and Paris.