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About the Role

Meadow is seeking a Director of Business Development to build and lead a world-class outbound pipeline generation engine. The mission is to enhance the Business Development Team's capabilities, increasing quotas through data-driven coaching, process examination, and system building to ensure success.

Responsibilities

• Lead and scale the outbound team of 10 BDRs.
• Provide hands-on coaching, including daily call reviews, 1:1s, and role plays.
• Build a high-performance culture with clear expectations and accountability.
• Own outbound playbooks, including segmentation, ICP targeting, outreach strategy, talk tracks, qualification, and handoffs.
• Establish operating rhythms such as campaign reviews and enablement sessions.
• Partner with Marketing to translate campaigns into meetings and with AEs for conversion and feedback loops.
• Define and manage KPI systems from activity to closed-won contribution.
• Build dashboards and reporting in HubSpot to identify and address bottlenecks.
• Forecast pipeline generation and capacity needs, including territory planning and quota modeling.
• Drive adoption of modern tooling and workflows like sequencing, call intelligence, and enrichment.
• Pilot AI-enabled strategies for lead scoring, personalization, and call coaching.
• Continuously test and iterate on messaging, channels, sequences, and enablement content, standardizing successful approaches.

Requirements

• Led 5-10 BDRs at a startup.
• Proven track record of measurably improving per-SDR productivity metrics.
• Analytical approach with experience-based opinions.
• Track record of success coaching and developing SDRs through feedback and mentorship.
• Data-first operator with experience building and iterating on decision-making dashboards and systems.
• Practical AI adopter focused on increasing BDR effectiveness.

Skills

• Outbound pipeline generation
• Team leadership
• Coaching and development
• Performance management
• Sales strategy and process development
• Data analysis and reporting
• HubSpot
• Sales tooling
• AI in sales
• Messaging and channel optimization

Location

• San Francisco, CA

Work Type

• Full-time
• Onsite (1-2 Onsites Per Year)

Experience Level

• Director

Salary/Compensations

• OTE $200,000-$250,000 (70% Base Salary + 30% Variable)

Benefits

• Competitive Salary
• Competitive Equity
• 401(k) Retirement Savings Plan
• Subsidized Medical, Dental, and Vision Insurance
• HSA & FSA Plans Available
• Flexible Paid Time Off
• Paid Company Holidays
• Paid Parental Leave
• 1-2 Onsites Per Year
• Membership in an Ambitious, Kind, No-Drama Team

About the Company

• Meadow is the modern payments platform for higher education, simplifying the student financial experience.
• Transforming the $600 Billion higher education payments industry in the United States.
• Building for universities what Shopify built for retail businesses.
• Bringing the entire student financial experience online.
• At an exciting inflection point with a growing enterprise sales motion and increasing demand.
• Seeking to scale the top-of-funnel engine to power the next chapter of growth.
• The team consists of 10 talented BDRs ready for dedicated leadership and structure.
• Committed to supporting employee personal and professional development.

Equal Opportunity

• Meadow is proud to be an equal opportunity employer.
• Celebrates diversity in all its forms.
• Encourages employees to participate as their authentic selves.
• Strives to build a more open, inclusive space.