Head of Business Development

Role Overview

• **Lead and scale the team. Hire, coach, and retain a high-performing BD team across regions and segments. Set the culture — high energy, low ego, data-driven, deeply technical.
• **Inbound, 100% AI. Own the end-to-end AI funnel: ICP scoring, clean disqualification, intelligent routing to AEs with first-call context. BDRs train and oversee the agents and close the feedback loop; they don’t work the queue manually.
• **Outbound, signal-based and orchestrated. Replace lists with live signals — intent, social, tech stack, funding, regulatory, leadership moves. Tier the TAM so effort matches value: strategic accounts human-led, the long tail AI-led. Run personalised, multi-channel plays in tight ABM alignment with Marketing so touches compound.
• **Pipeline and performance. Own the number. Qualified meetings, pipeline generated, lead-to-meeting conversion, time-to-first-touch, reply rates — reported weekly, improved continuously through a live learning loop on messaging, sequences, and signals.
• **The BD tech stack. HubSpot, sequencer, conversation intelligence, social, ABM, and AI agents on top (research, messaging, signal monitors, AI BDRs). Every touch logged, every decision instrumented.
• **AE partnership and handoff. Co-design the handoff so every booked meeting lands with signal, persona, and account context. Decide and implement whether BDs also run a first-screen qualification before the AE.
• **The AI revolution in BD. **Be the voice that challenges every BD orthodoxy. Run the experiments, publish what works, and build the BD function other SaaS leaders come to study.

Requirements

• 5–8 years in BD/SDR leadership at a fast-growing B2B SaaS. You’ve built, scaled, and led high-output pipeline engines.**
• Operator-level fluency with the modern BD stack: HubSpot, sequencing, Clay, Apollo, ZoomInfo, LinkedIn tooling, Gong, ABM, dialers.**
• Sharp point of view on inbound and outbound motion — ICP, signals, tiering, ABM alignment, handoff design.**
• AI-native. You’re already running AI agents in BD, know the market (AI BDRs, research, messaging, signal agents), and have informed opinions on what works.**
• Proven people leader — you hire talent that beats the market and retain it.**
• Data-first, experiment-driven, allergic to “best practice” for its own sake. English fluent; German or Spanish a plus.

Tech Stack

• Apollo

Benefits

• Inbound is 100% AI-driven, with BDR oversight structured and the feedback loop closed.**
• Outbound runs on the signal model, not lists — TAM tiered, ICP live, plays orchestrated at the account level.**
• The standing BD metrics are reported weekly and trending up — qualified meetings, pipeline $, conversion, time-to-first-touch, reply rates.**
• A visible log of experiments run, with results shared openly — what was tried, what worked, what we killed.