Team Lead - Enterprise Business Development representative
Ema, San Francisco, California, United States, 94199
The Role
We are hiring an experienced
Enterprise Business Development Representative (BDR) — Team Lead / Manager
to own strategic account development and generate high-quality
Sales Qualified Meetings (SQLs)
with senior enterprise stakeholders.
This is a high-impact, outbound-focused role built for someone who knows how to break into complex accounts, build credibility with executives, and create a real pipeline — not just activity.
In addition to being a top-performing individual contributor, this person will also
manage and mentor a team of BDRs , helping scale Ema’s outbound engine over time.
You will operate at the center of Ema’s go-to-market motion, partnering closely with Sales and Marketing to build repeatable enterprise pipeline generation.
What You’ll Do Enterprise Pipeline Generation (Individual Contribution)
Own outbound prospecting including defining set of target enterprise accounts
Develop account entry strategies and multi-thread across buying committees
Drive prospects from cold outreach through qualification to booked SQLs
Partner with Account Executives to ensure strong handoff and pipeline conversion
BDR Team Leadership & Management
Manage, mentor, and develop a team of BDRs as the function grows
Lead weekly coaching, pipeline reviews, and performance improvement cadences
Ensure consistent SQL quality, messaging discipline, and outbound effectiveness
Help recruit, onboard, and ramp future BDR hires
Build scalable systems, playbooks, and best practices across the team
What We’re Looking For
7+ years of enterprise BDR experience, ideally in high-growth SaaS or technical categories
Proven track record booking meetings with Fortune 1000 / Global 2000 organizations
Prior experience leading, coaching, or managing BDR/SDR teams (player-coach mindset)
Strong ability to navigate complex sales cycles and multiple stakeholders
Excellent written and verbal communication with executive-level presence
Comfort operating in a fast-moving, high-ownership environment
Understands how to effectively leverage modern prospecting and sales development tools. You don’t need experience with one specific platform — but you do need strong outbound systems thinking and the ability to scale it across a team.
Why Join Ema
Work on one of the most strategic enterprise AI platforms in the market
Help define and lead the enterprise outbound engine from the ground up
High visibility, direct partnership with leadership, and room to grow into a GTM leadership role
Competitive compensation, uncapped upside, and meaningful equity
#J-18808-Ljbffr
Enterprise Business Development Representative (BDR) — Team Lead / Manager
to own strategic account development and generate high-quality
Sales Qualified Meetings (SQLs)
with senior enterprise stakeholders.
This is a high-impact, outbound-focused role built for someone who knows how to break into complex accounts, build credibility with executives, and create a real pipeline — not just activity.
In addition to being a top-performing individual contributor, this person will also
manage and mentor a team of BDRs , helping scale Ema’s outbound engine over time.
You will operate at the center of Ema’s go-to-market motion, partnering closely with Sales and Marketing to build repeatable enterprise pipeline generation.
What You’ll Do Enterprise Pipeline Generation (Individual Contribution)
Own outbound prospecting including defining set of target enterprise accounts
Develop account entry strategies and multi-thread across buying committees
Drive prospects from cold outreach through qualification to booked SQLs
Partner with Account Executives to ensure strong handoff and pipeline conversion
BDR Team Leadership & Management
Manage, mentor, and develop a team of BDRs as the function grows
Lead weekly coaching, pipeline reviews, and performance improvement cadences
Ensure consistent SQL quality, messaging discipline, and outbound effectiveness
Help recruit, onboard, and ramp future BDR hires
Build scalable systems, playbooks, and best practices across the team
What We’re Looking For
7+ years of enterprise BDR experience, ideally in high-growth SaaS or technical categories
Proven track record booking meetings with Fortune 1000 / Global 2000 organizations
Prior experience leading, coaching, or managing BDR/SDR teams (player-coach mindset)
Strong ability to navigate complex sales cycles and multiple stakeholders
Excellent written and verbal communication with executive-level presence
Comfort operating in a fast-moving, high-ownership environment
Understands how to effectively leverage modern prospecting and sales development tools. You don’t need experience with one specific platform — but you do need strong outbound systems thinking and the ability to scale it across a team.
Why Join Ema
Work on one of the most strategic enterprise AI platforms in the market
Help define and lead the enterprise outbound engine from the ground up
High visibility, direct partnership with leadership, and room to grow into a GTM leadership role
Competitive compensation, uncapped upside, and meaningful equity
#J-18808-Ljbffr