The Sr. Business Development Representative (Team Lead) focuses on pipeline generation, coaching BDRs, collaborating with marketing and sales, and monitoring KPI performance.
The Sr. Business Development Representative (Team Lead) is a high-impact leader who contributes directly to pipeline generation while coaching and elevating the BDR team. This is a growth-stage, player/coach opportunity where you’ll lead by example, influence strategy, and grow with the team. Acting as a bridge between Marketing and Sales, you’ll ensure prospects are identified, engaged, and converted into quality opportunities. This role shapes how our BDR team operates today and lays the foundation for scaling it in the future.
Major Responsibilities:
- Lead by Example (Player): Actively prospect, book qualified meetings, and contribute to pipeline generation (50% of role); consistently meet or exceed individual contribution targets to model best practice.
- Coach & Develop (Coach): Mentor BDRs through stand-ups, call reviews, and one-on-ones; provide targeted training, structured feedback, and performance coaching.
- Collaborate & Refine: Partner with Marketing and Sales on targeting, rep coverage, and strategies for key accounts; contribute to outbound sequences, talk tracks, and objection handling.
- Monitor and Report KPI Performance: Track and analyze meetings booked, conversion rates, and activity levels; use data-driven insights to adjust strategy and coaching focus.
- Build the Team: Support hiring and onboarding as the team scales; document and share best practices for consistency and repeatability.
Education and Experience:
- 2+ years of proven, high-outbound, quota-driven BDR success with consistent attainment of meeting or pipeline goals.
- Leadership or team lead experience; skilled in peer coaching, mentoring, or guiding others. (Formal management experience is welcome but not required.)
- Strong coaching mindset with experience developing others through feedback and training.
- Comfortable with CRM and prospecting tools (Salesforce, HubSpot, Apollo.io), cadence builders, and reporting dashboards.
- Experience leveraging AI-driven tools, sales automation platforms, and enrichment technologies to improve efficiency and outreach.
- Excellent communication skills, high EQ, and ability to inspire a high-performance culture.
Lightcast is a global leader in labor market insights with headquarters in Moscow (ID) with offices in the United Kingdom, Europe, and India. We work with partners across six continents to help drive economic prosperity and mobility by providing the insights needed to build and develop our people, our institutions and companies, and our communities.
Lightcast is proud to be an equal opportunity workplace and is committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. Lightcast has always been, and always will be, committed to diversity, equity and inclusion. We seek dynamic professionals from all backgrounds to join our teams, and we encourage our employees to bring their authentic, original, and best selves to work.
Top Skills
Apollo.Io
Hubspot
Salesforce
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