Head of Business Development

What You’ll Do

Leadership & Revenue Ownership

• Lead and scale Doppel’s Business Development and Commercial Inside Sales organization responsible for outbound prospecting, inbound lead qualification, lead nurturing, pipeline generation, and full-cycle sales execution for Commercial accounts.
• Own Commercial new business revenue targets, forecast accuracy, pipeline coverage, and sales performance.
• Build a world-class outbound and inbound revenue engine across Commercial, Mid-Market, and Enterprise customer segments.
• Establish organizational structure, operating rhythms, performance management processes, and career development programs that drive accountability and growth.

Commercial Sales Execution

• Lead and scale Doppel’s Commercial Inside Sales team responsible for managing the full sales cycle from qualification through close.
• Develop and execute a repeatable Commercial go-to-market strategy that drives efficient customer acquisition and revenue growth.
• Establish sales methodologies, coaching frameworks, forecasting disciplines, and performance metrics to drive predictable outcomes.
• Partner closely with Marketing, RevOps, and Product Marketing to optimize conversion across the entire Commercial funnel.
• Drive operational excellence across pipeline management, opportunity progression, forecasting, and revenue attainment.

Business Development & Pipeline Generation

• Develop and execute account-based prospecting strategies that drive qualified pipeline creation and revenue growth.
• Establish high-velocity processes for inbound lead response, qualification, routing, and conversion.
• Design and optimize lead nurturing programs that increase engagement and accelerate pipeline progression.
• Partner closely with Sales leadership to align territory strategy, account prioritization, pipeline coverage, and conversion goals.
• Collaborate with Account Executives and Sales leaders to ensure seamless handoff and pipeline progression.
• Build and refine messaging and outreach strategies tailored to enterprise security buyers and executive stakeholders.

AI-Driven Revenue Innovation

• Evaluate and implement next-generation AI tools and workflows to improve prospecting efficiency, lead prioritization, personalization, sales productivity, and pipeline conversion.
• Build scalable, AI-enabled outbound and lead nurturing programs that combine automation with highly targeted enterprise engagement.
• Partner with RevOps and GTM leadership to operationalize data-driven prospecting strategies leveraging intent data, enrichment platforms, buying signals, and AI-assisted workflows.
• Lead the evolution of Doppel’s revenue development organization into a modern AI-first growth engine.

Cross-Functional Partnership & Operations

• Establish KPIs, forecasting models, activity frameworks, and operational rigor across Business Development and Commercial Sales.
• Recruit, coach, and develop high-performing managers and individual contributors.
• Create a culture of accountability, urgency, coaching, and continuous improvement.
• Partner cross-functionally with Marketing, RevOps, Product Marketing, Sales Enablement, and Customer Success to improve targeting, campaigns, messaging, and conversion rates.
• Leverage data, automation, AI tooling, and modern sales engagement platforms to improve efficiency and performance.
• Analyze funnel metrics and identify opportunities to improve conversion across prospecting, qualification, pipeline, and sales stages.

What We’re Looking For

• 10+ years of experience in business development, sales development, inside sales, pipeline generation, or revenue leadership roles.
• Proven experience leading and scaling both Business Development and Commercial Sales organizations within high-growth B2B SaaS or cybersecurity companies.
• Strong understanding of enterprise sales development motions, inside sales models, and account-based go-to-market strategies.
• Experience managing teams responsible for Commercial, Mid-Market, and Enterprise customer acquisition.
• Demonstrated success building repeatable systems for outbound prospecting, inbound qualification, lead nurturing, and sales execution.
• Experience owning revenue targets and forecasting responsibilities for Commercial sales organizations.
• Experience leveraging modern AI-enabled sales and prospecting technologies to scale pipeline generation and sales performance.
• Strong understanding of emerging GTM technologies including AI-driven prospecting, intent data, workflow automation, enrichment platforms, and sales engagement tooling.
• Demonstrated ability to evolve traditional SDR/BDR organizations into modern, data-driven revenue generation teams.
• Strong operational and analytical mindset with deep experience using metrics and funnel analysis to drive performance.
• Exceptional leadership, coaching, and talent development capabilities.
• Experience partnering closely with Sales leadership and cross-functional GTM teams.
• Familiarity with modern sales engagement platforms, CRM systems, AI workflows, and outbound automation.
• Ability to thrive in fast-paced startup environments with ambitious growth targets.
• Excellent executive communication and collaboration skills.