Business Development Lead

We are hiring for a business development lead. You’ll be the sole owner of business development at Embrace, charged with building the function from the ground up. You will own the top of the funnel and setting the strategy for how we engage, educate, and excite new prospects. You’re not just here to book meetings; you’re here to build a pipeline engine that scales.

You’ll be our go-to prospector, lead hunter, and creative opener fluent across email, phone, Linked In, and IRL encounters. You’ll be the person who builds the system, then the team.

This is a remote-first role within the U.S. and Canada.

Why Join Embrace?

As the only user-focused, mobile-first observability solution built on Open Telemetry, Embrace delivers crucial insights across both Dev Ops and mobile teams to illuminate real customer impact, not just server impact, but to deliver the best app experiences. Customers like The New York Times, Marriott, Masterclass, Home Depot, and Cameo love Embrace’s mobile observability platform because it makes extremely complicated and voluminous data actionable.

Our cultural values highlight how we seek to improve as individuals, team members, and a company each and every day.

• Assess ICP fit, qualify and map accounts, identify buying groups, and infiltrate your way into multi-threaded conversations.
• Own and execute outbound prospecting campaigns across all channels email, phone, Linked In, events, and in-person visits.
• Generate qualified pipeline for our Account Executives by uncovering and creating new opportunities.
• Qualify and respond to inbound interest quickly and thoughtfully, ensuring no high-intent leads fall through the cracks.
• Design and test creative outbound strategies, messaging, and cadences.
• Use tools like Apollo, Clay, Sales Loft, Outreach, and Zoom Info to scale intelligent prospecting efforts.
• Navigate and manage email deliverability best practices to ensure high inbox reach.
• Represent Embrace at industry events, in-office visits, and other field-based networking opportunities.
• Build and maintain clean, detailed records of outreach and learnings in our CRM (Salesforce) and sales engagement tools.
• Partner with Marketing and Sales to feedback prospect learnings and help evolve our GTM strategy.
• Lay the groundwork for future BD hires by documenting systems, sharing learnings, and leading by example.

• 5+ years of experience in outbound sales or business development at a SaaS company, ideally selling into technical buyers like engineering and Dev Ops.
• You’ve built pipeline from scratch, whether at a startup or standing up a new segment at scale.
• Deep experience with sales engagement platforms and lead-gen tools:
  Apollo, Linked In Sales Navigator, Outreach, Clay, Zoom Info, etc.
• You understand and manage email deliverability, SPF, DKIM, domain warm-up isn’t foreign to you.
• You’re a creative opener who knows how to research, personalize, and break into cold accounts.
• You’re persistent, organized, and action-oriented i.e. you don't wait to be told.
• Comfortable showing up in person: whether that's a conference, meetup, or prospect visits.
• Strong communicator who can collaborate cross-functionally and iterate quickly.
• Passionate about building - you're excited by ambiguity and energized by ownership.
• Curious, thoughtful, and deeply motivated by Embrace’s mission to elevate mobile experiences.

• At least one favorite karaoke song
• An opinion on Star Wars vs Star Trek

• Perspective - seeking to understand others’ perspectives
• Honesty - delivering brutal honesty kindly
• Simplest - finding the simplest solutions by focusing on outcomes
• Ownership - empowering yourself and others through solutions, not answers
• Dark Humor - finding levity together, even when tackling hard problems

Embrace provides the only user-focused mobile app observability solution based on Open Telemetry. By delivering crucial mobile telemetry across Dev Ops and mobile engineering teams, Embrace illuminates real customer impact, not just server-side impact, to drive success in achieving SLOs. Embrace's Distribution for Open Telemetry gives teams the transparency,…