Business Development Representative, Team Lead

This position is responsible for driving enterprise and mid-market pipeline generation while providing day-to-day leadership, coaching, and development support to the Business Development Representative (BDR) team. The Business Development Team Lead serves as a player/coach, contributing individually to pipeline creation while partnering closely with Sales, Marketing, and Revenue Enablement to define target accounts, territories, and ideal customer profiles.

In addition to individual contribution, this role focuses on improving outbound effectiveness, reinforcing best practices, and elevating overall team performance through hands-on mentorship and performance coaching.

Drive enterprise and mid-market pipeline generation through strategic outbound prospecting activities.

Partner with Account Executives and Sales Leadership to identify target accounts, territories, and ideal customer profile priorities.

Execute multi-channel outreach strategies, including phone, email, LinkedIn, and event-based prospecting.

Utilize social selling techniques to engage prospects, build relationships, and generate new opportunities.

Qualify inbound and outbound leads and convert them into high-quality meetings and sales pipeline.

Provide hands-on coaching, mentorship, and day-to-day guidance to BDR team members.

Support onboarding and ramping of new BDRs through call shadowing, feedback, and skill development.

Reinforce best practices across prospecting, qualification, and opportunity handoff to Sales.

Analyze performance metrics, including activity levels, conversion rates, and pipeline contribution, and drive continuous improvement.

Partner cross-functionally with Sales, Marketing, and Revenue Enablement to align on targeting and outreach strategies.

Support the execution of pipeline generation programs, including account-based and event-driven initiatives.

* Essential functions are the basic job duties that an employee must be able to perform, with or without reasonable accommodation. The function is considered essential if the reason the position exists is to perform that function.

Assist in the development and refinement of outbound messaging, prospecting sequences, and sales playbooks.

Participate in team meetings, training sessions, and revenue enablement programs.

Provide feedback on prospecting tools, processes, and systems to improve BDR productivity.

Support special projects and initiatives related to pipeline generation and go-to-market strategies.

*These tasks do not meet the Americans with Disabilities Act definition of essential job functions and usually equal 5% or less of time spent. However, these tasks still constitute important performance aspects of the job.