Lead - Business Development - B2B SaaS - US Market (3-7 yrs)

Role & Responsibilities

We set up our outbound lead generation motion in May 24 with a founding cohort of BDRs working directly with the Head of Growth. Over the past year, weve completed the 0-to-1 journey through two sales cycles, converting high-ACV paying customers sourced by the outbound BDR team.

Our current team of six BDRs (one now promoted to BD Team Lead) is an integral part of the company and has played a pivotal role in this journeydemonstrating the ability to self-manage and iterate on outreach strategies. They built our current tech stack, messaging, and processes from scratch.

In the first six months, most of our lead generation came through email and LinkedIn. We began cold calling in December 24, and it already contributes to 50%+ of our outbound lead generation. We expect cold calling to account for over 70% of leads at a steady state.

Way forward:

Outbound sales is a key GTM channel for revenue generation, and were doubling down by expanding the team from 6 to 12 BDRs by August 25.

Our cold outbound motion has evolved into an ABM-led outbound motion, where BDRs focus only on Tier 1 accounts from our TAMshortlisted based on 100+ data points, including growth signals and intent signals (from G2, 6sense, Bambora). These accounts are already warmed up through LinkedIn ads, webinars, events, etc.

Were looking for a seasoned BD Team Lead whos excited to scale Zenskars ABM-led outbound motion from 1 to 10. Youll be responsible for sourcing your quota of meetings, recruiting and coaching BDRs and BD interns, setting up new sequences, and executing and iterating on our outbound sales strategy.

If youre expecting a fully developed playbook to run with, Zenskar is probably not the right fit. The core pieces are in place, and we expect you to build on top of them.

Youll work directly with the founders, the Head of Growth, and the current BD Team Lead. This is also a cross-functional role-youll collaborate with the Inbound Marketing team, AEs, CS, and Engineers to refine our sales strategy.

The primary objective is to set up meetings with qualified prospects by optimizing our outbound sales engineiterating on campaigns, channels, messaging, tooling, and leading a team of BDRs and BD interns.

Outbound prospecting:

- Find leads from databases (Apollo, ZoomInfo, Tracxn, Clay, Sales Navigator etc.)

- To generate new sales opportunities, reach out to them (manually and automatically) via different channels (email, LinkedIn, cold calling, etc.).

- Identify the needs of prospects, and build long-term, trusting relationships with to qualify leads as sales opportunities.

ABM Campaign Design and Messaging:

- Design and execute end-to-end ABM campaigns. Ex: lookalike accounts of existing customers, recently acquired companies, customers of competitors

- Experiment with sequences and messaging across channels: call, email, LinkedIn etc.

- Incorporate feedback from prospect responses to refine messaging further.

Recruit and Coach BDRs and BD interns:

- Lead the hiring process for BDRs

- Own the ramp-up, training and coaching

- Create and run an internship program from scratch to roll out PPOs with the intent of grooming full-time BDRs internally:

- Hiring, ramp up, coaching, KPI setting, and decision on who to offer PPOs to

Tech Stack:

Current Tech Stack: Hubspot, Outplay, Clay, FullEnrich, LinkedIn Sales Navigator, Tracxn, Ocean, G2, Phantom Buster, Lavender, Mailmeteor, GPT, NotebookLM, Prosp.ai

We are an automation-first company by DNA and have automated large parts of our sales workflows. You would be expected to further drive automation

Ideal Candidate

- 3-5 years of experience in sales or business development at a B2B SaaS company targeting the US/North American market

- 0.5-2 years as a Sr. SDR/BDR or Team Lead, carrying an IC quota while mentoring others

- Promoted internally after excelling in an outbound IC BDR/SDR role

- Strong experience with cold calling as a core outreach method

- High EQ-you understand team dynamics and earn respect organically

- Solid hustle and an entrepreneurial mindset; thrive in early-stage ambiguity

- Excellent verbal and written communication

- Proficiency with CRMs, lead databases, sales engagement tools, ChatGPT, etc.

- Familiarity with CRM systems; capable of managing leads, pipelines, and automation

- Willing to work late hours for US time zone overlap

- Hands-on mindset-comfortable working alongside your team

- Strong first-principles thinking and business acumen; ability to understand user pain points and the product deeply

- High ownership, work ethic, and ability to motivate a team

- Dont take yourself too seriously.