Vertical Business Development Lead, Planhat
Customer success software
Be an early applicant
Customer success software
201-500 employees
Be an early applicant
201-500 employees
Company mission
To help technology companies build their business and make their customers more successful.
Role
Who you are
- The ideal candidate is both a sales operator and strategist: a leader who can inspire others to get the work done, always leading from the front
- The candidate is also deeply comfortable with CRM, engagement platforms, and sales operations infrastructure to optimize efficiency
- 5+ years of experience in high-volume BDR/SDR (Outbound), AE, or Business Development, with 2+ years in leadership roles
- Proven track record of scaling sales development teams (e.g., from single digits to 20-50+ reps) while achieving ambitious pipeline/revenue contribution targets
- Strong sales pedigree: deep understanding of sales qualification methodologies (BANT, MEDDIC, SPICED, etc.) and outbound prospecting best practices
- Systems-savvy: expert in CRM, engagement tools, and sales automation; ability to architect efficient workflows, reporting, and dashboards
- Data-driven operator with a demonstrated ability to optimize for conversion, productivity, and ROI at scale
- Excellent communicator, motivator, and coach, capable of building trust with both executives and front-line reps
- Growth-oriented, entrepreneurial mindset with the resilience to thrive in a fast-paced, high-expectation sales environment
What the job involves
- We seek a sales-focused Vertical Business Development Lead with a proven track record in building and scaling high-performing BDR/SDR/Sales organizations
- This role sits at the intersection of sales execution, process optimization, and team leadership, ensuring our outbound engine consistently produces predictable and high-quality pipeline
- This is not a high level management role, you are also expected to do the work
- Sales Leadership & Team Scaling
- Build, lead, and scale a high-volume BDR team capable of consistently hitting aggressive pipeline targets
- Recruit, train, and retain top sales talent while establishing a structured performance framework (KPIs, quotas, comp models, promotion paths)
- Foster a competitive, metrics-driven, and coaching-oriented sales culture
- Establish repeatable playbooks and frameworks to enable fast onboarding and predictable performance across geographies/markets/verticals
- Revenue Generation & Alignment
- Own responsibility for pipeline creation, ensuring that outbound efforts consistently translate into high-quality pipeline and ultimately revenue
- Partner closely with Account Executives, Sales Leadership, and Marketing to optimize territory coverage, lead handoff, and campaign execution
- Set clear productivity and conversion benchmarks (calls, sequences, meetings, SQLs, closed-won impact) and manage the team rigorously against them
- Process, Systems & Operations
- Design and implement scalable prospecting processes across multiple segments and markets in close collaboration with the Revenue Operations team
- Leverage CRM (e.g., Planhat, HubSpot) and sales engagement tools (e.g., Outreach, Orum) to maximize workflow efficiency and output quality
- Partner with RevOps to ensure accurate reporting, and performance metrics to monitor leading/lagging indicators
- Continuously evaluate and improve existing and new potential worklfows to drive volume, personalization, and conversion at scale
- Execution & Hands-On Involvement
- Lead from the front, personally supporting high-value prospecting campaigns and modeling best practices in outreach
- Coach BDRs on objection handling, messaging, and qualification to improve sales acumen and confidence
- Drive continuous experimentation in outbound sequences, multichannel engagement, and sales messaging to maximize ROI
- Success in This Role
- Scaling a high-volume BDR organization that consistently outperforms pipeline and revenue contribution targets
- Implementing systems, processes, and playbooks that enable predictable, repeatable performance
- Building a culture of sales excellence, career development, and accountability across the team
- Driving significant top-of-funnel growth while aligning tightly with Sales, Marketing, and RevOps
Our take
Although acquiring customers is essential for the initial growth of a company, long-term sustainable growth comes from maximising the lifetime value of existing customers. To help with this, Planhat provides a customer platform that lets clients analyse insights regarding their target audience, as well as manage workflows and drive customer experience.
Planhat distinguishes itself from other customer success software like Salesforce and Totango through its rapid deployment and easy adoption. The platform provides a range of solutions, from customisable customer health scores to management reporting and CSM team performance. It's been taken up by thousands of teams globally and its corporate customers include the likes of Consensys, Alation and Adenza.
Initially a bootstrapped company, Planhat had already built a significant business by the time it closed its first investment round in 2022. With this support, the company has focussed on scaling both its commercial and R&D functions, further developing the product and growing the business.
Freddie
Company Specialist at Welcome to the Jungle
Insights
32% employee growth in 12 months
Company
Funding (1 round)
Apr 2022
$50m
SERIES A
Total funding: $50m
Company HQ
Eastern Malibu, Malibu, CA
Leadership
Niklas Skog
(Co-Founder & Product & Engineering)Previously a Management Consultant at McKinsey & Company, a Product Manager at Meltwater Group, a Managing Director at Jobylon and COO at GlobeSoft.
Kaveh Rostampor
(Co-Founder & CEO)They are a co-founder and Board Member at Jobylon. Former Executive Director at Meltwater. Chairman of the Board and Board member of multiple global SaaS companies.
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