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About the Role
Perplexity is seeking a Sales Leader to build and scale our enterprise BDR organization. This role involves hiring, coaching, and leading BDR managers to generate qualified pipeline for Account Executives. The ideal candidate is a creative, agile sales development leader who can scale through managers while staying connected to buyers and frontline execution. Initially, this role requires hands-on involvement with BDRs, setting strategy, developing the team, and building an adaptable organization.
Responsibilities
- Hire, onboard, and develop BDRs and BDR managers, establishing clear expectations for team performance, coaching quality, hiring, and talent development.
- Own the organization's contribution to sourced pipeline and qualified opportunities, holding managers accountable for pipeline quality and conversion.
- Set the sales development strategy across inbound and outbound motions, partnering with Sales leadership on coverage, capacity planning, account prioritization, and resource allocation.
- Build a culture of creative experimentation across targeting, vertical messaging, channels, campaigns, and AI-native workflows.
- Lead with agility as products, buyer behavior, and business priorities evolve, translating new information into clear decisions and fast execution.
- Coach managers to build vertical fluency and product expertise on their teams.
- Establish the management operating rhythm: manager 1:1s, pipeline and conversion reviews, coaching calibration, talent reviews, and a consistent performance scoreboard.
- Partner with Sales, Marketing, RevOps, and Strategic Finance on campaign strategy, lead quality, routing, handoff standards, source attribution, headcount planning, and compensation design.
- Stay close to calls, messaging, and buyer feedback to identify patterns and remove systemic blockers.
- Build a strong leadership bench and internal talent pipeline, developing BDRs into future Account Executives and high-performing managers.
Requirements
- 8+ years in SaaS sales or business development, including 3+ years in sales development leadership.
- Proven track record of building or scaling a multi-team pipeline generation organization in a high-growth environment, with measurable improvements in qualified pipeline, conversion, and productivity.
- Demonstrated ability to hire, coach, and develop managers, build accountability through leaders, and improve performance without becoming the team's day-to-day manager.
- Creative approach to pipeline generation, with examples of original campaigns, messaging, channels, or workflows tested and translated into repeatable results.
- Demonstrated agility in ambiguous, fast-changing environments; able to make sound decisions with incomplete information, learn quickly, and change course when evidence warrants it.
- Strong commercial judgment and experience aligning sales development priorities with enterprise sales cycles, buyer needs, and revenue goals; prior closing experience strongly preferred.
- Data-driven operating style with experience in funnel analysis, capacity planning, forecasting pipeline contribution, and distinguishing meaningful outcomes from vanity metrics.
- Hands-on experience with modern prospecting tools, AI-native sales workflows, and CRM systems such as Salesforce.
- Exceptional written and verbal communication; able to align senior cross-functional stakeholders and translate strategy into clear priorities for managers and their teams.
- Bachelor's degree or equivalent experience.
Skills
- Sales leadership
- BDR management
- Pipeline generation
- Sales strategy
- Team development
- Coaching
- Performance management
- Creative experimentation
- Agile leadership
- Commercial judgment
- Data analysis
- Forecasting
- Prospecting tools
- AI-native sales workflows
- CRM systems (Salesforce)
- Communication
Location
- Remote
Work Type
- Full-time
Experience Level
- 8+ years in SaaS sales or business development
- 3+ years in sales development leadership
Education Level
- Bachelor's degree or equivalent experience
About the Company
- Perplexity is a company focused on building and scaling enterprise BDR organizations.