Director, Business Development

About the role

Blitzy is looking for a Director of Business Development to build and lead our BDR organization. This is a foundational leadership role at the intersection of pipeline generation, field alignment, and go-to-market execution. Based in Cambridge, MA and reporting to our SVP of Sales, you will own the strategy, hiring, and day-to-day performance of a 20-person team, with a mandate to scale the organization and drive qualified pipeline.

Responsibilities

• Lead and continuously improve the BDR organization, overseeing outbound pipeline generation across all segments and geographies.
• Review and refine the existing BDR playbook—outbound sequencing, messaging, ICP targeting, and qualification criteria—in close partnership with Sales, Marketing, and Revenue Operations.
• Develop, coach, and retain a high-performing team of BDR managers and individual contributors, raising the performance bar across the board.
• Manage a consistent pipeline coverage model, holding each segment and region accountable to pipeline generation targets and identifying underperformance early.
• Partner with Sales leadership to maintain clean BDR-to-AE handoffs and drive joint accountability for pipeline quality.
• Assess and strengthen the operating cadence for the BDR org—pipeline reviews, rep coaching, activity metrics, and performance management—making improvements where needed.
• Work cross-functionally with Enablement to evaluate and improve onboarding, ramp programs, and ongoing skills development for the team.
• Track and continuously improve the metrics that matter: pipeline generated, conversion rates, ramp time, rep productivity, and attainment.
• Serve as a player-coach where needed, modeling the prospecting behaviors and standards you expect from the team.

Qualifications

• 7+ years of sales or business development experience, with at least 4 years leading BDR or SDR teams at a B2B SaaS or infrastructure software company.
• Proven track record building and scaling BDR functions from hiring and enablement through pipeline targets and quota attainment.
• Strong understanding of outbound sales motions, modern prospecting tools (Gong, LinkedIn Sales Navigator, Nooks, Salesforce, ZoomInfo, and Lusha), and pipeline hygiene standards.
• Experience working in a high-growth, product-led or hybrid go-to-market environment.
• Data-driven with the ability to build and manage a pipeline model, forecast accurately, and identify performance gaps before they become misses.
• Track record of developing BDR talent, including promoting reps into AE roles, and building cultures of accountability and continuous improvement.
• Strong cross-functional collaborator who can operate effectively with Marketing, Sales, Enablement, and RevOps.

Pay

Salary Range: $150,000–$200,000 + Uncapped Commission + Equity