Team Lead – Enterprise Business Development representative

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Ema
San Francisco Bay, California, United States
  • Environmental
  • FullTime
  • Applications have closed

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.

What You’ll Do

Enterprise Pipeline Generation (Individual Contribution)

  • 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

BDR Team Leadership & Management

  • 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

What We’re Looking For

  • 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.

Why Join Ema

  • 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

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