Lead and develop an existing team of SDRs with clear standards around quality, output, and accountability
Design and continuously improve outbound GTM systems using tools like Apollo, Clay, HubSpot, and enrichment providers
Build scalable outbound playbooks that balance volume with precision
Define ICPs, segmentation logic, account scoring, and trigger-based outreach
Own outbound sequencing strategy across email, LinkedIn, and other channels
Set clear quality benchmarks for targeting, messaging, and follow-up
Partner closely with Marketing to ensure outbound complements a strong inbound flow rather than competing with it
Track and optimize funnel metrics from prospecting to meeting held to pipeline created
Run experiments, document learnings, and turn what works into standard operating procedures
Act as the escalation point for outbound performance issues and fix root causes, not symptoms

Proven experience building and scaling outbound GTM systems, not just managing reps
Strong hands-on experience with Apollo, Clay, HubSpot, and modern outbound tooling
Ability to design systems that scale without sacrificing relevance or compliance
Experience leading SDR or BDR teams in a high-growth environment
Strong analytical mindset with comfort in dashboards, funnels, and cohort analysis
Clear opinions on outbound quality vs quantity and the ability to operationalize them
Comfortable working in an environment with strong inbound demand and aligning outbound accordingly
Experience in EOR, PEO, staffing, global payroll, or adjacent HR tech (Big Plus)
Experience selling into mid-market or SMB globally (Big Plus)
Prior exposure to multi-region GTM motions across EMEA and the Americas (Big Plus)

Business Development Manager – Outbound, GTM Systems

Key skills