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Ema Logo Ema · Sales

Team Lead - Enterprise Business Development representative

United States, San Francisco Bay Area · Job Posted February 21, 2026
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Job Description

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.

Job Responsibility

  • 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
  • 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

Requirements

  • 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.

What we offer

  • 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
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