Planhat
Business Development Lead
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Business Development Lead
Senior BDR Team Leader – Revenue Growth & Sales Scaling
About the Role
This is a highly impactful role for an experienced outbound sales leader looking to build and scale a high-volume BDR/SDR team at an advanced level. We’re seeking a sales veteran with a track record of scaling teams, driving revenue contributions, and fostering a culture of excellence.
Key Requirements
- 5+ years of experience in high-volume BDR/SDR, AE, or Business Development, with 2+ years in leadership
- Proven success in scaling sales development teams (from single digits to 20-50+ reps), hitting ambitious pipeline/revenue targets
- Expertise in sales qualification methodologies (BANT, MEDDIC, SPICED) and outbound prospecting best practices
- Systems-savvy: Deep knowledge of CRM, sales engagement tools, and automation – ability to design workflows, reporting, and dashboards
- Data-driven, optimizing for conversion, productivity, and ROI at scale
- Strong leadership, communication, and coaching skills—capable of building trust across executives and frontline reps
- Growth mindset with the resilience to thrive in a fast-paced, high-impact sales environment
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Responsibilities
Sales Leadership & Team Scaling
- Build, lead, and scale a high-volume BDR team, ensuring consistent pipeline and revenue targets are met
- Recruit, train, and retain top sales talent, establishing structured KPIs, quotas, compensation models, and career progression paths
- Foster a competitive, data-driven sales culture, emphasizing coaching, metrics, and execution discipline
- Develop repeatable playbooks and frameworks for rapid onboarding and predictable performance across geographies, markets, and verticals
Revenue Generation & Alignment
- Own pipeline creation, ensuring outbound efforts drive high-quality SQLs and revenue
- Collaborate closely with Account Executives, Sales Leadership, and Marketing to optimize territory coverage, lead handoffs, and campaign execution
- Set and enforce productivity benchmarks (calls, sequences, meetings, SQLs, closed-won impact) and hold the team rigorously accountable
Process, Systems & Operations
- Design scalable prospecting processes across segments and markets, partnering with Revenue Operations
- Leverage CRM and sales engagement tools to enhance workflow efficiency and engagement quality
- Continuously refine workflows to drive volume, personalization, and conversion at scale
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Execution & Hands-On Involvement
- Lead by example, personally driving high-value prospecting campaigns and modeling best practices
- Coach BDRs on objection handling, messaging, and qualification to build sales proficiency
- Drive experimentation in outbound strategies, multichannel engagement, and messaging optimization for max ROI
Definition of Success
Success here isn’t about activity—it’s about impact.
You will be judged on: ✅ Scaling a high-performance BDR team that consistently exceeds pipeline and revenue targets ✅ Implementing processes, playbooks, and systems that ensure repeatable, predictable performance ✅ Building a culture of sales excellence, including career development and accountability ✅ Driving top-of-funnel growth while aligning tightly with Sales, Marketing, and RevOps for holistic revenue alignment
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