BDR Team Lead
Lead and coach a high-potential BDR team at PostHog to build and scale high-quality outbound pipeline. Own targeting strategy, Clay.com/Salesforce automation, metrics/reporting, and player-coach development in a PLG, async, remote-first environment.
About the job
Responsibilities
- Own the outbound pipeline engine: Iterate on targeting strategy, account selection criteria, and signal-based prioritization.
- Manage and develop a team of BDRs: Coach daily on messaging, objection handling, qualification, and outreach quality; run weekly 1:1s focused on skill development; build ramp plans treating learning trajectory as the primary leading indicator.
- Build tooling and automation: Design and maintain Clay.com workflows, Salesforce enrichment processes, and AI-assisted sequence generation; build Clay tables from scratch.
- Own metrics and reporting: Build pipeline generation dashboards, track leading indicators (response rates, meeting quality scores, AE acceptance rates), and produce weekly pipeline generation reports.
- Architect and scale the outbound playbook: From targeting logic to tooling stack to coaching cadence to disqualification criteria.
Requirements
- 1–2+ years managing or formally leading a BDR/SDR team as a player-coach, with direct responsibility for hiring, coaching, and performance management (informal "Team lead" authority counts if coaching impact can be demonstrated).
- Prior individual quota-carrying experience: Personally prospected, booked meetings, and ideally closed deals.
- Demonstrated ability to think in data, systems, and loops: Designed or significantly improved prospecting workflows, built reporting from scratch, or created repeatable processes.
- Hands-on experience with Clay.com: Built tables, enrichment workflows, and automated sequences (not just used outputs created by others).
- Salesforce proficiency: Build reports, create custom fields, manage lead/contact data hygiene.
- AI-capable with experience building automation: Used LLMs, AI writing assistants, and workflow automation to improve prospecting efficiency, with specific examples of impact.
- Excellent written communication: Clear, concise, and sharp outreach sequences, coaching notes, and Slack messages.
- Comfort with ambiguity and distributed ownership: Build role where you own a rough playbook with a team and incorporate driver feedback.
Nice-to-Haves
- Experience in a product-led sales (PLS) or product-led growth (PLG) company where buyers often start with a free/self-serve tier.
- Familiarity with selling to engineers and engineering managers as the primary buyer persona.
- Experience with PostHog or competing products as a user or seller.
Skills
Clay.Com, Salesforce, AI Automation, LLMs, Outbound Prospecting, Pipeline Reporting, Bdr Coaching, Workflow Automation
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