Responsibilities
- Build the full outbound motion from scratch — strategy, workflows, tooling, messaging.
- Own pipeline generation targets and consistently produce qualified opportunities for the Sales team.
- Develop ICP-driven outbound sequences and collaborate with Marketing on alignment, content, and experiments.
- Create reporting and dashboards that reflect funnel performance and team productivity.
- Hire, train, and coach SDRs; set the culture, expectations, and operational rhythm.
- Partner with Demand Gen to integrate outbound with inbound signals, events, and campaigns.
- Work closely with the VP of Sales to forecast pipeline and refine targeting strategy.
- Implement best practices for activity management, qualification, and handoff to AEs.
- Test new channels (email, LinkedIn, calls, communities) and operationalize what works.
- Build a feedback loop with Product and Marketing based on what you learn from the field.
Requirements
- Experience building and running a high-performing SDR or outbound team.
- Proven ability to create 0→1 outbound systems — not just manage an existing machine.
- Strong operational mindset: process, metrics, playbooks, tooling.
- Hands-on leadership: willing to get into the trenches early and lead by example.
- Clear communicator who can partner across Sales, Marketing, and Demand Gen.
- Metrics-driven decision maker with strong judgment about prioritization.
- Experience hiring, onboarding, and developing SDRs.
- Comfortable in fast-paced, early-stage environments where iteration is constant.
Nice to Have
- Experience selling to technical buyers or developer-first products.
- Familiarity with HubSpot, Outreach/Salesloft, Apollo, or other outbound platforms.
- Prior experience working closely with Marketing or Demand Gen teams.
- Early-stage startup experience (0–1 or 1–5).
