Ocient

Head of Business Development

Ocient

full-time

Posted on:

Origin:  • 🇺🇸 United States

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Salary

💰 $120,000 - $150,000 per year

Job Level

Lead

Tech Stack

SQL

About the role

  • Lead, mentor, and coach a team of BDRs/SDRs through structured training, call shadowing, and role-play exercises to accelerate their growth into junior AE roles.
  • Directly engage in outbound prospecting into strategic accounts and partners, demonstrating best practices while validating messaging and tactics.
  • Collaborate with internal SMEs and AEs to tailor outreach with industry knowledge, positioning insights, and customer-specific strategies.
  • Foster a culture of continuous learning with regular account reviews, feedback sessions, and real-time coaching.
  • Co-own pipeline targets in partnership with Sales and Marketing leadership.
  • Drive measurable contribution to pipeline through outbound campaigns, targeted account penetration, and refined messaging strategies.
  • Track, analyze, and report on key KPIs including % sourced pipeline, conversion rates, velocity, and coverage.
  • Ensure alignment of BDR efforts with territory/account plans and marketing campaigns.
  • Build and continuously refine playbooks, processes, and templates to ensure repeatability and scalability of business development.
  • Maintain rigorous CRM hygiene and data accuracy, ensuring reliable reporting and forecasting.
  • Leverage both HubSpot and Salesforce (dual stack) for tracking, reporting, and enablement.
  • Introduce and operationalize modern enablement technologies, including AI-based tools, to improve team productivity and efficiency.
  • Partner with AEs to strategize on complex enterprise pursuits, often involving long sales cycles and multiple executive and technical stakeholders.
  • Represent Ocient at senior client meetings, industry conferences, and tradeshows to help generate demand and strengthen market presence.
  • Serve as a trusted bridge across Sales, Marketing, and Product, sharing field insights to refine GTM campaigns, messaging, and product positioning.
  • Create an environment where early-career BDRs can see a clear career path toward becoming AEs, with structured coaching, measurable milestones, and development opportunities.
  • Thrive in a fast-paced, resource-constrained environment where building and executing happen in parallel.
  • Establish Ocient as a destination for ambitious business development talent.

Requirements

  • 7 –10+ years of progressive experience in business development, inside sales, or enterprise sales; at least 3–5 years managing and scaling BDR/SDR teams.
  • Demonstrated player-coach success — building pipeline personally while leading high-performing teams.
  • Proven experience in complex enterprise software/solutions sales, with success engaging senior executives and technical stakeholders in long-cycle deals.
  • Strong track record of pipeline creation and progression, with clear tie to revenue outcomes.
  • Deep expertise in CRM systems (HubSpot + Salesforce), reporting, and data quality.
  • Familiarity with modern enablement tools, including AI-powered sales tools, to drive efficiency and effectiveness.
  • Exceptional collaboration skills across sales, marketing, and product organizations.