BDR Team Lead

About the role

The role involves leading a high-performing Business Development Representative (BDR) team within a fast-growing commercial organization. Key responsibilities include improving execution, developing talent, and creating scalable sales development practices. The successful candidate will also coach and mentor team members, partner with cross-functional teams, and maintain a personal quota while promoting a culture of accountability and continuous improvement.

Responsibilities

• Lead the day-to-day success of the BDR team by improving execution, developing talent, and creating scalable sales development practices.
• Combine strategic thinking with hands-on coaching to ensure consistent performance, strong pipeline generation, and alignment across commercial teams.
• Coach and mentor BDR team members through regular one-on-ones, call reviews, email reviews, role plays, and actionable feedback.
• Establish performance rhythms by monitoring key metrics including activities, meetings generated, conversion rates, SLA adherence, and CRM accuracy.
• Support onboarding and ramp-up programs for new team members through structured training, shadowing, and ongoing development.
• Partner with sales leadership, marketing, and operations teams to refine targeting strategies, outreach approaches, and discovery preparation.
• Maintain a small personal quota while modeling strong prospecting behaviors, opportunity creation, and sales execution.
• Identify and implement improvements across workflows, sales cadences, qualification processes, documentation, and technology usage.
• Use data and reporting insights to diagnose challenges, improve team effectiveness, and support strategic decision-making.
• Promote a culture of accountability, collaboration, continuous learning, and operational excellence across the BDR organization.

Requirements

• The ideal candidate is a player-coach with strong business development experience, excellent communication skills, and a passion for helping teams achieve their goals.
• You should be comfortable operating in a fast-paced environment, using data to guide decisions, and building processes that improve commercial outcomes.
• A bachelor’s degree or equivalent practical experience, with 4+ years of experience in business development, sales development, sales support, or another quota-carrying commercial role.
• Experience using Salesforce and modern sales engagement platforms such as Outreach, Salesloft, or similar tools.
• Previous experience coaching, mentoring, onboarding, or leading peers in a sales or business development environment.
• A strong understanding of sales development metrics, including pipeline creation, conversion rates, activity levels, and CRM hygiene.
• Ability to analyze performance data, identify trends, and translate insights into actionable coaching strategies.
• Excellent written and verbal communication skills, with the ability to collaborate effectively with sales leaders and cross-functional teams.
• A highly organized, resilient, and adaptable individual, capable of managing multiple priorities in a high-volume environment.
• Experience with prospecting tools such as LinkedIn Sales Navigator, ZoomInfo, 6sense, Highspot, or AI-enabled sales workflows is a plus.
• Experience supporting complex B2B sales cycles or healthcare-related markets is preferred.

Benefits

• Fully remote work environment for candidates based in the United States.
• Comprehensive medical, dental, and vision coverage for employees and eligible family members.
• Support for gender-affirming care, family planning, fertility resources, and healthcare travel reimbursements where applicable.
• Traditional and Roth 401(k) retirement plan options with company matching contributions.
• Learning and development support through dedicated growth resources and stipends.
• Employee stock purchase opportunities with convenient payroll deductions.
• Opportunity to contribute to a mission-driven organization improving access to technology-enabled healthcare solutions.
• A collaborative and inclusive culture with opportunities for professional growth and meaningful impact.