# BDR Lead

**Company:** [Tulip](https://hotfix.jobs/companies/tulip)
**Location:** Somerville, MA
**Role:** Sales Development
**Experience:** 5+ years
**Skills:** Salesforce, sales engagement tools, ai prospecting tools, pipeline reporting, Analytics, ABM, mes, ERP
**Posted:** 2026-07-24

> Lead a distributed team of BDRs to generate and scale pipeline as a revenue commitment. Build playbooks, AI tooling, compensation plans, and career paths while partnering cross-functionally with Sales, Marketing, and Operations. Requires 5+ years sales experience including 2+ years managing BDR/SDR teams.

## Job Description

## Skills and Requirements
- 5+ years in sales/business development, including 2+ years managing or leading a BDR/SDR team
- Proven track record building and scaling inbound and outbound pipeline-generation motions and hitting team opportunity and pipeline targets
- Strong people leader who can coach, develop, and performance-manage a distributed team and build clear, motivating career paths
- AI-forward operator who uses AI to scale prospecting, qualification, and reporting — and pushes the team to build it into their daily motion
- Fluency with the modern BDR stack — Salesforce, sales engagement and AI prospecting tools, and pipeline reporting and analytics
- Skilled cross-functional operator who can align Sales, Revenue Marketing, and GTM Operations around a shared account model
- Bachelor's degree or equivalent working experience

### Nice to Have
- Experience with account-based (ABx/ABM) motions or pod-based selling structures
- Familiarity with manufacturing or industrial software (MES, ERP) or other complex enterprise sales

## Key Responsibilities
- Own the BDR methodology, playbooks, and qualification standards — designed and measured centrally, and tuned for each sales pod's territory reality
- Manage day-to-day operations, performance, and career development for a distributed team of BDRs embedded across US and EMEA sales pods
- Co-develop with Commercial leadership the BDR compensation plan, quota-setting, ramp model, and accelerators, keeping the team's incentives aligned with their pods' targets
- Build and maintain the central BDR tooling and AI stack, reporting, and pipeline benchmarks — deploying AI agents and buying signals for prospecting, qualification, and reporting so every BDR runs a consistent, measurable, AI-accelerated motion
- Partner with Frontline Sales Managers on account allocation, AE briefing, and pod operating rhythm while owning the BDR development track end to end
- Run the BDR career framework (BDR → Sr. BDR → AE, plus cross-functional paths) as a talent pipeline for the commercial org, in partnership with Sales leadership
- Partner with Revenue Marketing on lead-follow-up SLAs, ABx alignment, and campaign coordination

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