BDR Lead

About the role

This role is located in Somerville, MA — We are a hybrid work environment and are in the office 3+ days/per week.

Responsibilities

• 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

Requirements

• 5+ years in sales/business development, including 2+ years managing or leading a BDR/SDR team
• Proven track record building and scaling inbound and outbound pipeline-generation motions and hitting team opportunity and pipeline targets
• Strong people leader who can coach, develop, and performance-manage a distributed team and build clear, motivating career paths
• AI-forward operator who uses AI to scale prospecting, qualification, and reporting — and pushes the team to build it into their daily motion
• Fluent with the modern BDR stack — Salesforce, sales engagement and AI prospecting tools, and pipeline reporting and analytics
• Skilled cross-functional operator who can align Sales, Revenue Marketing, and GTM Operations around a shared account model

Qualifications

• Bachelor's degree or equivalent working experience

Skills

• Nice to have 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

Benefits

• Direct impact on product and culture
• Company equity
• Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K)
• Flexible work schedule and unlimited vacation policy
• Learning & Development program
• Virtual and in-office global company events and happy hours
• Fitness subsidies
• Inclusive, dog-friendly office with diverse and inspiring colleagues