Head of Business Development

Core Responsibilities

• Own pipeline generation and outbound strategy end-to-end – set the vision, playbooks, messaging, and execution standards; lead and scale the SDR team into a high-performing, accountable pipeline engine
• Build and operationalize a data-driven targeting motion – partner with RevOps and Marketing to define ICP, leverage intent signals, and ensure every outreach is driven by clear account intelligence
• Lead AI-powered outbound innovation – implement and scale modern tools and workflows (AI, automation, enrichment) to increase personalization, efficiency, and conversion across the funnel
• Drive tight alignment with Sales – work closely with AEs on territory strategy, pipeline targets, and account prioritization; create strong feedback loops to continuously improve performance
• Own field events and market-facing pipeline generation – lead executive events, roundtables, and conference activations with a clear focus on driving measurable pipeline and building relationships
• Partner cross-functionally with Marketing & RevOps – ensure clean funnel ownership, strong attribution, clear SLAs, and continuous optimization of outbound performance

Requirements

• 7+ years in sales development, outbound sales, or demand generation — with at least 3 years managing a team
• Proven track record building or scaling an outbound motion at a B2B SaaS company, not just inheriting a mature one
• Hands-on experience in the DevOps, cloud infrastructure, or Kubernetes ecosystem — you need to understand the buyer and the problem space
• Fluency with modern outbound tooling: Outreach or Salesloft, Clay or equivalent, intent data platforms, LinkedIn Sales Navigator
• Experience standing up or significantly improving cross-functional processes between Sales, Marketing, and RevOps