Team Lead - Enterprise Business Development representative

The Role

We are hiring an experienced Enterprise Business Development Representative (BDR) — Team Lead / Manager to own strategic account development and generate high-quality Sales Qualified Meetings (SQLs) with senior enterprise stakeholders.

This is a high-impact, outbound-focused role built for someone who knows how to break into complex accounts, build credibility with executives, and create a real pipeline — not just activity.

In addition to being a top-performing individual contributor, this person will also manage and mentor a team of BDRs
, helping scale Ema’s outbound engine over time.

You will operate at the center of Ema’s go-to-market motion, partnering closely with Sales and Marketing to build repeatable enterprise pipeline generation.

• Own outbound prospecting including defining set of target enterprise accounts

• Develop account entry strategies and multi-thread across buying committees

• Drive prospects from cold outreach through qualification to booked SQLs

• Partner with Account Executives to ensure strong handoff and pipeline conversion

• Manage, mentor, and develop a team of BDRs as the function grows

• Lead weekly coaching, pipeline reviews, and performance improvement cadences

• Ensure consistent SQL quality, messaging discipline, and outbound effectiveness

• Help recruit, onboard, and ramp future BDR hires

• Build scalable systems, playbooks, and best practices across the team

• 7+ years of enterprise BDR experience, ideally in high-growth SaaS or technical categories

• Proven track record booking meetings with Fortune 1000 / Global 2000 organizations

• Prior experience leading, coaching, or managing BDR/SDR teams (player-coach mindset)

• Strong ability to navigate complex sales cycles and multiple stakeholders

• Excellent written and verbal communication with executive-level presence

• Comfort operating in a fast-moving, high-ownership environment

• Understands how to effectively leverage modern prospecting and sales development tools. You don’t need experience with one specific platform — but you do need strong outbound systems thinking and the ability to scale it across a team.

• Work on one of the most strategic enterprise AI platforms in the market

• Help define and lead the enterprise outbound engine from the ground up

• High visibility, direct partnership with leadership, and room to grow into a GTM leadership role

• Competitive compensation, uncapped upside, and meaningful equity