The RoleAs the
BDR Team Lead (NA) - Player/Coach, you will lead and develop a high-performing team of Business Development Representatives while actively contributing as an individual producer. This hybrid leadership role is ideal for someone who thrives on coaching talent, building scalable outbound strategies, and personally engaging with key manufacturing accounts.
You will play a critical role in shaping pipeline generation across North America, partnering closely with sales and marketing leadership to drive revenue growth in the manufacturing sector.
Key ResponsibilitiesTeam Leadership & Coaching- Act as a player-coach by leading from the front while supporting onboarding, team development, and go-to-market alignment across North America
- Help recruit, onboard, and develop a high-performing team of BDRs in partnership with the People Operations team, with a strong focus on the North American market
- Provide hands-on coaching through call reviews, pipeline and deal strategy sessions, and ongoing 1:1 mentorship
- Foster a high-performance, collaborative, and feedback-driven culture that encourages learning, ownership, and execution excellence
Player Contribution (Individual Quota)- Personally prospect and engage strategic manufacturing accounts across North America to build and accelerate pipeline growth
- Execute high-impact outbound outreach to senior stakeholders, including plant managers, operations leaders, and executive decision-makers
- Qualify complex opportunities and convert them into high-quality sales pipeline for Account Executives
- Lead by example through consistent execution, strategic prospecting, and strong pipeline generation performance
Outbound Strategy & Execution- Design, execute, and optimize multi-channel outbound campaigns across email, phone, LinkedIn, and other relevant channels
- Develop and refine messaging tailored to manufacturing personas and Industry 4.0 initiatives
- Align regional outbound execution with global business development initiatives and go-to-market strategies
- Leverage data, analytics, and market insights to continuously improve outreach effectiveness and conversion rates
- Identify scalable outbound strategies that drive engagement, meetings, and qualified pipeline growth across North America
Cross-Functional Collaboration- Collaborate with Sales leadership to ensure pipeline quality, conversion efficiency, and alignment on target accounts
- Work closely with global business development leadership to ensure consistency in process, messaging, reporting, and strategic priorities
- Provide ongoing feedback on market trends, customer pain points, messaging effectiveness, and competitive insights
- Work cross-functionally to improve the buyer journey and strengthen overall go-to-market execution
CRM & Pipeline Management- Ensure accurate tracking and reporting of team activities, pipeline progression, and performance metrics within Salesforce
- Analyze outbound and pipeline metrics to identify trends, gaps, and opportunities for optimization
- Maintain clear forecasting visibility and reporting for pipeline generation activities across North America
- Drive operational discipline and data accuracy to support scalable sales development processes
Industry & Market Expertise- Stay current on manufacturing trends, including smart factories, Industrial IoT, digital transformation, and operational intelligence
- Understand key manufacturing pain points and align outreach strategies to customer business outcomes
- Position Litmus.io as a trusted partner in operational excellence, connectivity, and data-driven manufacturing
- Bring industry context and strategic insights into prospect conversations to strengthen credibility and engagement
What We're Looking ForExperience- 5+ years in BDR, SDR, or business development roles, with at least 1-2 years in a leadership or mentoring capacity
- Proven track record of exceeding pipeline generation targets
- Experience in manufacturing, industrial technology, IoT, or related sectors strongly preferred
Leadership & Coaching- Demonstrated ability to hire, develop, and scale high-performing outbound teams
- Strong coaching mindset with a passion for developing early-career sales talent
Communication & Executive Presence- Exceptional written and verbal communication skills
- Comfortable engaging senior stakeholders and decision-makers
Strategic & Data-Driven Thinking- Ability to translate market insights into effective outbound strategies
- Strong analytical skills with experience using data to drive performance improvements
Technical Skills- Proficiency with CRM platforms such as Salesforce and sales engagement tools including Salesloft, HubSpot, and Clay
- Familiarity with modern sales methodologies such as Challenger Sale, SPIN Selling, and Sandler Selling System
- Ability to leverage sales technology, data, and process discipline to drive pipeline generation and outbound effectiveness
- Strong understanding of outbound prospecting workflows, account research, and multi-channel engagement strategies
Core Traits- Player-coach mentality: leads by example and drives results personally
- Resilient, proactive, and adaptable in a fast-paced, high-growth environment
Preferred Qualifications- Experience leading North American outbound teams
- Background in edge computing, IoT, or industrial automation solutions
- Experience scaling outbound motion in a startup or high-growth SaaS company
What We Offer- Competitive Compensation: Base salary + individual performance-based incentives
- Leadership Opportunity: Shape and build the NA BDR function
- Career Growth: Clear path into senior sales or GTM leadership roles
- Learning & Development: Access to industry training, mentorship, and leadership coaching
- Flexibility: Hybrid work options based in Toronto
