Own and Build the Enterprise Outbound Motion
Design and execute the outbound strategy for enterprise and strategic accounts
Develop named account targeting frameworks and territory plans
Define ICP segmentation, buyer personas, and enterprise messaging
Lead From the Front (Player-Coach)
Maintain a high personal outbound activity bar to set the standard
Partner directly on strategic account penetration
Join calls, refine messaging live, and help convert high-value opportunities
Recruit and Develop High-Performance BDRs
Hire, train, and coach BDRs focused primarily on outbound enterprise prospecting
Build a culture of disciplined, high-quality outbound execution
Implement structured call reviews, deal forensics, and performance coaching
Drive Enterprise Pipeline Creation
Exceed outbound activity and meeting generation targets
Build multi-threaded outbound cadences (phone, email, LinkedIn, gifting, etc.)
Create and optimize account-based outreach strategies
Operational Ownership
Establish and track KPIs tied to enterprise pipeline creation
Oversee and optimize the outbound tech stack (Outreach, Apollo, LinkedIn Sales Navigator, etc.)
Partner with Sales Ops to ensure accurate reporting, lead routing, and coverage models
Collaborate with Marketing, but own outbound pipeline accountability

Requirements

5+ years of **B2B SaaS** sales experience
Comfortability beginning as a player coach
Proven success building and scaling outbound pipeline, especially into enterprise accounts
Strong background as a top-performing outbound IC prior to management
Experience selling into enterprise stakeholders and multi-threaded buying groups
Demonstrated ability to build outbound frameworks from scratch
High standards for activity, messaging quality, and accountability
Experience with prospecting and sequencing tools (LinkedIn Sales Navigator, Apollo, Outreach, Salesloft, etc.)
Comfortable operating in fast-paced, build-mode environments
Experience in mobile, digital advertising, or data/analytics ecosystems is a plus.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B SaaS salesoutbound pipeline developmentaccount-based outreach strategiesKPI trackingmulti-threaded buying group engagementprospecting frameworkssales coachingactivity standardsmessaging qualityperformance coaching

Soft Skills

leadershipcoachingcommunicationaccountabilitycollaborationstrategic thinkingadaptabilityhigh-performance culture buildingdisciplineproblem-solving