About the RoleBlitzy is looking for a Director of Business Development to build and lead our BDR organization. This is a foundational leadership role at the intersection of pipeline generation, field alignment, and go-to-market execution. Based in Cambridge, MA and reporting to our SVP of Sales, you will own the strategy, hiring, and day-to-day performance of a 20-person team, with a mandate to scale the organization and drive qualified pipeline.
Responsibilities - Lead and continuously improve the BDR organization, overseeing outbound pipeline generation across all segments and geographies.
- Review and refine the existing BDR playbook outbound sequencing, messaging, ICP targeting, and qualification criteria in close partnership with Sales, Marketing, and Revenue Operations
- Develop, coach, and retain a high-performing team of BDR managers and individual contributors, raising the performance bar across the board.
- Manage a consistent pipeline coverage model, holding each segment and region accountable to pipeline generation targets and identifying underperformance early.
- Partner with Sales leadership to maintain clean BDR-to-AE handoffs and drive joint accountability for pipeline quality.
- Assess and strengthen the operating cadence for the BDR org pipeline reviews, rep coaching, activity metrics, and performance management making improvements where needed.
- Work cross-functionally with Enablement to evaluate and improve onboarding, ramp programs, and ongoing skills development for the team.
- Track and continuously improve the metrics that matter: pipeline generated, conversion rates, ramp time, rep productivity, and attainment.
- Serve as a player-coach where needed, modeling the prospecting behaviors and standards you expect from the team.
Qualifications - 7+ years of sales or business development experience, with at least 4 years leading BDR or SDR teams at a B2B SaaS or infrastructure software company.
- Proven track record building and scaling BDR functions from hiring and enablement through pipeline targets and quota attainment.
- Strong understanding of outbound sales motions, modern prospecting tools (Gong, LinkedIn Sales Navigator, Nooks, Salesforce, ZoomInfo, and Lusha), and pipeline hygiene standards.
- Experience working in a high-growth, product-led or hybrid go-to-market environment.
- Data-driven with the ability to build and manage a pipeline model, forecast accurately, and identify performance gaps before they become misses.
- Track record of developing BDR talent, including promoting reps into AE roles, and building cultures of accountability and continuous improvement.
- Strong cross-functional collaborator who can operate effectively with Marketing, Sales, Enablement, and RevOps.
Salary Range: $150,000-$200,000 + Uncapped Commission + Equity Base salary ranges are determined by country, role, level, experience, and skills. The range displayed on each job posting reflects Blitzy's good faith determination of the minimum and maximum targets for new hire salaries across all US locations. Individual pay is determined by related factors, including job skills, experience, and relevant education or training, which may impact a final offer. Your Talent Partner can share more about the specific salary range during the hiring process.
