Role Overview:
The Head of Business Development will be responsible for leading and scaling a high-performing Business Development Representative (BDR) team. This team focuses on both inbound lead qualification and outbound prospecting to generate a consistent pipeline of qualified sales opportunities. This is a rare and exciting opportunity to design, build and lead a global BDR function for a scaling SaaS company and create something that will be truly transformative and impactful. The ideal candidate is a strategic leader with a hands-on approach to coaching, developing, and managing a team of BDRs, and who brings with them a strong understanding of modern sales and marketing technologies.
Key Responsibilities:
Team Leadership & Management:
- Recruit, train, mentor, and manage a team of BDRs, fostering a culture of high performance, accountability, and continuous improvement.
- Set clear performance goals (e.g., meeting quotas for qualified leads, meetings booked, and pipeline generated) and conduct regular 1:1s and performance reviews.
- Develop and implement career paths for BDRs to ensure professional growth and retention.
- Conduct regular pipeline reviews and call coaching sessions to improve BDR skills and effectiveness.
Strategic Planning & Execution:
- Collaborate with the Growth Marketing Director and Sales leadership to define and execute the BDR strategy, aligning activities with company revenue goals.
- Design and optimize the BDR process for both inbound lead qualification and outbound prospecting, ensuring efficiency and effectiveness.
- Develop and refine inbound and outbound activity aligned to our ideal customer profiles (ICPs) and buyer personas to guide BDR targeting efforts.
- Work with Marketing to optimize lead handoff processes, lead scoring models, and campaign follow-up strategies.
- Partner with Regional Sales Managers and Directors of Sales on territory planning and feedback loops.
Inbound & Outbound BDR Program Ownership:
- Inbound: Oversee the BDRs' management of marketing-generated leads, ensuring timely and effective follow-up to convert leads into qualified opportunities.
- Outbound: Develop and refine outbound prospecting strategies, including cold calling, email campaigns, and social selling, to target high-value accounts and generate new business.
- Monitor and analyze BDR activity metrics (e.g., calls made, emails sent, meetings booked) and performance against targets.
- Integrate AI-driven prospecting workflows and automation to enhance outreach effectiveness.
Technology & Process Improvement:
- Select, implement, and manage the BDR tech stack.
- Leverage data and analytics to identify bottlenecks, optimize workflows, and improve team efficiency and performance.
- Contribute to the design and adoption of more progressive, predictive, AI-driven lead scoring models, ensuring BDR insights shape a dynamic scoring system that prioritizes the highest-value opportunities.
- Stay up-to-date with industry best practices, new technologies, and trends in sales and marketing.
Cross-functional Collaboration:
- Serve as the primary liaison between Marketing and Sales, ensuring alignment on target accounts, messaging, and pipeline generation.
- Work closely with Marketing to provide feedback on lead quality, campaign effectiveness, and content needs.
- Collaborate with Sales Operations and Marketing Ops to ensure accurate data capture and reporting in the CRM
Key Function Metrics:
Function contribution to Sales Qualified Pipeline, aligned to global sales objectives.
- % contribution of outbound sourced pipe
- % contribution of inbound sourced pipe
- % contribution to total Sales Qualified Pipeline generated
- Conversion rates from lead → opportunity
- Meetings booked and accepted
Qualifications:
- 6+ years of experience in B2B business development, with demonstrable leadership experience.
- Proven track record of building, coaching, and scaling a high-performing BDR/SDR team.
- Experience in both inbound lead qualification and outbound prospecting strategies.
- Strong understanding of the marketing and sales funnel, lead generation, and demand generation.
- Proficiency with CRM software (e.g., Salesforce) and sales engagement platforms
- Excellent leadership, communication, and interpersonal skills.
- Data-driven with strong analytical skills and the ability to make decisions based on metrics.
- AI savvy, with demonstrable experience of utilizing AI to improve sales performance.
- Self-starter with a proactive and problem-solving mindset.
About Duetto:
Duetto delivers a suite of SaaS cloud-native applications for hospitality businesses to optimize every booking opportunity for greater revenue impact. The unique combination of hospitality experience and technology leadership drives Duetto to look for innovative solutions to industry challenges. The software as a service platform allows hotels, casinos, and resorts to leverage real-time dynamic data sources and actionable insights into pricing and demand across the enterprise. For more information, please visit https://www.duettocloud.com.
