Vertical Business Development Lead

About The Role

The customer platform built to acquire, service and grow lifelong customers. We seek a sales-focused Vertical Business Development Lead with a proven track record in building and scaling high-performing BDR/SDR/Sales organizations. This role sits at the intersection of sales execution, process optimization, and team leadership, ensuring our outbound engine consistently produces predictable and high-quality pipeline. It is not a high-level management role; you will also do the work. The candidate is deeply comfortable with CRM, engagement platforms, and sales operations infrastructure to optimize efficiency.

Key Responsibilities

Sales Leadership & Team Scaling

• Build, lead, and scale a high-volume BDR team capable of consistently hitting aggressive pipeline targets.
• Recruit, train, and retain top sales talent while establishing a structured performance framework (KPIs, quotas, comp models, promotion paths).
• Foster a competitive, metrics-driven, and coaching-oriented sales culture.
• Establish repeatable playbooks and frameworks to enable fast onboarding and predictable performance across geographies, markets, and verticals.

Revenue Generation & Alignment

• Own responsibility for pipeline creation, ensuring that outbound efforts consistently translate into high-quality pipeline and ultimately revenue.
• Partner closely with Account Executives, Sales Leadership, and Marketing to optimize territory coverage, lead handoff, and campaign execution.
• Set clear productivity and conversion benchmarks (calls, sequences, meetings, SQLs, closed-won impact) and manage the team rigorously against them.

Process, Systems & Operations

• Design and implement scalable prospecting processes across multiple segments and markets in close collaboration with the Revenue Operations team.
• Leverage CRM (e.g., Planhat, HubSpot) and sales engagement tools (e.g., Outreach, Orum) to maximize workflow efficiency and output quality.
• Partner with RevOps to ensure accurate reporting and performance metrics to monitor leading/lagging indicators.
• Continuously evaluate and improve existing and new workflows to drive volume, personalization, and conversion at scale.

Execution & Hands-On Involvement

• Lead from the front, personally supporting high-value prospecting campaigns and modeling best practices in outreach.
• Coach BDRs on objection handling, messaging, and qualification to improve sales acumen and confidence.
• Drive continuous experimentation in outbound sequences, multichannel engagement, and sales messaging to maximize ROI.

Qualifications

• 5+ years of experience in high-volume BDR/SDR, AE, or Business Development, with 2+ years in leadership roles.
• Proven track record of scaling sales development teams (e.g., from single digits to 20–50+ reps) while achieving ambitious pipeline/revenue contribution targets.
• Strong sales pedigree: deep understanding of sales qualification methodologies (BANT, MEDDIC, SPICED, etc.) and outbound prospecting best practices.
• Systems-savvy: expert in CRM, engagement tools, and sales automation; ability to architect efficient workflows, reporting, and dashboards.
• Data-driven operator with a demonstrated ability to optimize for conversion, productivity, and ROI at scale.
• Excellent communicator, motivator, and coach, capable of building trust with both executives and front-line reps.
• Growth-oriented, entrepreneurial mindset with the resilience to thrive in a fast-paced, high-expectation sales environment.

Success in This Role

• Scaling a high-volume BDR organization that consistently outperforms pipeline and revenue contribution targets.
• Implementing systems, processes, and playbooks that enable predictable, repeatable performance.
• Building a culture of sales excellence, career development, and accountability across the team.
• Driving significant top-of-funnel growth while aligning tightly with Sales, Marketing, and RevOps.

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