We are looking for Head of Business Development to build and lead our outbound pipeline engine from the ground up. This is not an optimization role - it's a build role. You'll inherit a team of 4-6 SDRs and a manager, and your mandate is to turn a nascent outbound motion into a structured, AI-powered, high-output pipeline machine. You'll spend roughly half your time leading and developing your team, and the other half doing the work yourself - designing systems, driving cross-functional alignment, running field events, and personally pushing the outbound motion forward alongside the AEs. Core Responsibilities • Own pipeline generation and outbound strategy end-to-end - set the vision, playbooks, messaging, and execution standards; lead and scale the SDR team into a high-performing, accountable pipeline engine • Build and operationalize a data-driven targeting motion - partner with RevOps and Marketing to define ICP, leverage intent signals, and ensure every outreach is driven by clear account intelligence • Lead AI-powered outbound innovation - implement and scale modern tools and workflows (AI, automation, enrichment) to increase personalization, efficiency, and conversion across the funnel • Drive tight alignment with Sales - work closely with AEs on territory strategy, pipeline targets, and account prioritization; create strong feedback loops to continuously improve performance • Own field events and market-facing pipeline generation - lead executive events, roundtables, and conference activations with a clear focus on driving measurable pipeline and building relationships • Partner cross-functionally with Marketing & RevOps - ensure clean funnel ownership, strong attribution, clear SLAs, and continuous optimization of outbound performance Requirements • 7+ years in sales development, outbound sales, or demand generation - with at least 3 years managing a team • Proven track record building or scaling an outbound motion at a B2B SaaS company, not just inheriting a mature one • Hands-on experience in the DevOps, cloud infrastructure, or Kubernetes ecosystem - you need to understand the buyer and the problem space • Fluency with modern outbound tooling: Outreach or Salesloft, Clay or equivalent, intent data platforms, LinkedIn Sales Navigator • Experience standing up or significantly improving cross-functional processes between Sales, Marketing, and RevOps What Will Set You Apart • You've built AI-native outbound workflows - using LLMs or Clay to personalize and automate at scale • You think in systems: you can design a signal-to-sequence workflow from scratch and train an SDR to run it • You've run field events that actually generated pipeline, not just brand awareness • You coach people up - you make your team better, and you have receipts to prove it • Strong outbound pedigree matters more than a specific industry background - SaaS startup or enterprise software, we're open