Director, Business Development at CoLab

About the Role

We're looking for a proven sales development leader to own and scale our Business Development (BDR) function. The ideal candidate is both a builder and a coach — someone who can architect a high-performing outbound motion, recruit and develop exceptional talent, and ensure the BDR organization becomes a predictable engine for pipeline growth.

This role reports to the VP of Sales and works cross-functionally with Marketing, RevOps, and Sales to define strategy, drive execution, and constantly improve conversion rates through data, process, and people.

What You'll Do

• Own the BDR Function: Build and execute the overall BDR strategy, including segmentation, territories, outreach strategy, and success metrics.
• Recruit, Mentor, and Retain Top Talent: Hire exceptional BDRs and team managers, build a culture of accountability and curiosity, and create clear career paths into AE or other revenue roles.
• Run an Effective BDR Machine:
  
  
  
  

• Implement scalable playbooks for outbound prospecting, own qualification, and handoffs to AEs.
• Use data and tooling (Salesforce, Outreach, Gong, etc.) to monitor performance and continuously improve.
• Ensure high-quality pipeline generation through rigorous coaching, enablement, and process consistency.
• Partner Cross-Functionally:
  
  
  
  

• Collaborate with Marketing to optimize campaign follow-up, lead routing, and messaging alignment.
• Work with Sales and RevOps to ensure territory alignment and fair performance measurement.
• Forecast and Report: Deliver accurate, actionable insights on BDR productivity, conversion rates, and pipeline contribution.
• Innovate: Continuously test new outreach strategies, messaging, and channels to keep the team creative and competitive.
  
  

Who You Are

• 5–8+ years in BDR/SDR leadership, ideally at a SaaS company selling to technical or manufacturing audiences.
• Proven experience building or scaling a BDR team from early stages to a repeatable, high-performance function.
• Data-driven operator with deep understanding of metrics like conversion rates, activity quality, and pipeline coverage.
• Exceptional recruiter and coach — passionate about developing and mentoring early-career sales talent.
• Strong communicator who collaborates easily across sales, marketing, and operations.
• Comfortable working in a fast-paced, high-growth environment where playbooks evolve quickly.
  
  

Success Looks Like

• Predictable, high-quality pipeline generation across key segments.
• A clear talent pipeline of top-performing BDRs ready to become AEs.
• Strong collaboration with Marketing and Sales that drives measurable impact on revenue.
• BDR culture that's competitive, motivated, and continuously improving.
• Travelling to St. John's