About the Role

We’re looking for an Enterprise Sales Development Lead to help drive new pipeline generation within strategic, enterprise-level accounts. This is a high-ownership role responsible for building and executing outbound motions that generate qualified meetings and opportunities for our enterprise sales pipeline. You will be the primary owner of enterprise outbound, partnering closely with our Strategic Account Executive (SAE) to identify target accounts, map stakeholders, personalize outreach, and run long-term nurturing campaigns across key verticals and strategic accounts. This role is ideal for someone who thrives in an enterprise outbound environment—where success comes from deep research, multi-threading, timing, and consistent execution over longer sales cycles.

Role Structure & Support

● You’ll work in close day-to-day alignment with our Strategic Account Executive, including structured collaboration such as weekly 1:1s, account planning sessions, and pipeline reviews.

● The role is part of the core sales team and reports into the CEO (Head of Sales), ensuring strong support, fast decision-making, and clear direction.

Key Responsibilities

Enterprise Outbound Ownership

● Own and execute the outbound strategy across a defined set of enterprise and strategic accounts

● Build repeatable outbound motions for strategic targets (sequencing, messaging, follow-up plays, and timing)

● Generate qualified meetings and opportunities through outbound outreach and year-round account nurturing

Account-Based Prospecting & Account Mapping

● Conduct deep account research and account mapping (buying committee identification, org structure, multi-threading)

● Identify key stakeholders and personas across legal, litigation support, eDiscovery, compliance, and operations teams (or relevant enterprise functions)

● Maintain organized account notes, relationship context, and next steps for high-value targets

Personalized Outreach & Multi-Channel Engagement

● Create highly personalized messaging across email, phone, and LinkedIn aligned to enterprise pain points and strategic priorities

● Run longer nurture cycles, staying engaged with accounts over time until the timing is right

● Partner with the SAE to refine positioning and messaging based on what resonates in-market

Pipeline Support & Sales Enablement

● Support opportunity creation by ensuring clean handoffs, strong meeting prep, and account context for the SAE

● Maintain accurate CRM activity tracking and contact/account hygiene to support pipeline visibility

● Assist in improving outbound workflows and process consistency (without owning full RevOps responsibilities)

Coordination & Handoff Collaboration

● Coordinate with outside business development support resources when applicable, including sharing learnings, improving handoff quality, and ensuring aligned messaging

● Help maintain consistency across outbound efforts by documenting what works and flagging what doesn’t

Events & Conference Follow-Up

● Support outbound efforts tied to conferences and events (pre-event targeting, meeting-setting outreach, and follow-up playbooks)

● Help manage post-event sequencing and nurture to convert event engagement into pipeline

Qualifications

● 2+ years of experience in SaaS business development (SDR/BDR) with outbound prospecting responsibility

● Demonstrated ability to prospect into enterprise accounts with longer sales cycles

● Strong experience with account-based prospecting, personalization, and high-quality research

● Ability to multi-thread and engage multiple stakeholders within the same target account

● Excellent written communication and confident phone presence

● Comfortable operating with high ownership in a remote environment

● Experience working in CRMs such as HubSpot or Salesforce (or similar)

● Familiarity with outreach and prospecting tools (Apollo, Outreach, Salesloft, ZoomInfo, LinkedIn Sales Navigator, etc.) is a plus

What Success Looks Like

● Consistent, high-quality enterprise pipeline creation through outbound motions

● Strong account mapping and multi-threading across strategic accounts

● A clear, repeatable outbound approach that improves over time through testing and iteration

● Tight alignment with the Strategic Account Executive to convert meetings into qualified pipeline

● High-quality CRM hygiene and strong handoffs that make opportunities easier to close

● Competitive base salary + performance-based incentives ($80K–$100K On-Target Earnings)

● Comprehensive benefits package, including healthcare coverage + paid parental leave

● Fully remote role (U.S. only)

● Flexible schedule within core working hours

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