Responsibilities

• Pipeline: you own the number
• Own the company's pipeline target: sourced, qualified, and accepted
• Build and maintain the model that connects activity to pipeline to closed revenue, so we know which levers actually move the number and which are noise.
• Report pipeline health to the leadership team with a clear read on coverage, conversion, velocity, and where the leaks are.
• Allocate your team's capacity deliberately across net-new logos, partner-sourced deals, and expansion in the installed base.
• BDR team: build a repeatable outbound motion
• Lead, coach, and grow the BDR team (two today), with a hiring plan tied to proven capacity and conversion rather than headcount ambition.
• Design the outbound playbook: ICP definition, account tiering, territory and named-account coverage, persona-level messaging for data architects, heads of data platform, and analytics engineering leaders, sequence and channel mix, and the objection handling that comes with selling into technical, skeptical buyers.
• Build the operating discipline underneath the playbook: activity standards, call and email QA, discovery frameworks, qualification criteria, and CRM hygiene so performance is coachable and results are diagnosable rather than anecdotal.
• Own inbound execution with the same rigor as outbound: speed-to-lead standards, routing rules, lead scoring, and a follow-up cadence that means no hand-raise goes cold. Inbound is our most expensive lead source and will be treated accordingly.

Requirements

• 8–12 years in B2B SaaS sales, business development, or partnerships, including 3+ years leading a team that carried a pipeline or revenue number.
• A track record of building an outbound motion rather than inheriting one. You can walk us through the playbook you wrote, the metrics before and after, and what you would do differently next time.
• Hands-on experience developing channel or partner relationships that produced measurable sourced pipeline, ideally with system integrators, VARs, or consultancies.
• Real comfort as a player/coach. You will be running your own partner negotiation and reviewing a BDR's cold-call recording in the same afternoon, and you should want both.
• Fluency with technical enterprise buyers, and the credibility to hold a substantive conversation with a data architect without hand-waving.
• Command of the operating stack: CRM discipline, sales engagement tooling, and enough analytical rigor to build and defend a pipeline model. HubSpot experience is a plus.
• Clear, direct writing. This role produces playbooks, definitions, and enablement material that other people have to execute from.
• Willingness to travel roughly 10% as partner practices get built in person.

Preferred

• Experience selling into or alongside the modern data stack — Snowflake, Databricks, Microsoft Fabric, dbt — or in data governance, cataloging, or data management tooling.
• Existing relationships inside the data practices of global or regional consultancies.
• Experience at a company in the $10M-$20M ARR range, where the systems have to be built while the number is being hit.
• Having built a partner program where none existed before.

Benefits

• Competitive base salary + performance-based incentives aligned with customer retention and expansion.
• Opportunity to work with some of the largest, most influential data-driven organizations globally.
• Remote-first work environment with travel opportunities for key customer engagements.
• Work alongside industry leaders and a world-class product team at the forefront of data innovation.
• Comprehensive plan coverage for employees and covered dependents for medical, vision, dental, life, Short-term Disability, Long-Term Disability, and 401k.
• Strong career growth trajectory in a rapidly scaling enterprise-first SaaS company.