Business Development Lead

This role is located in Somerville, MA — We are a hybrid work environment and are in the office 3+ days/per week.

Tulip, the leader in AI-native frontline operations, is helping companies around the world equip their workforce with composable, connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Tulip’s cloud-native, no-code platform, powered by embedded AI, is driving the digital transformation of industrial environments through composable, human-centric solutions that go beyond disrupting the Manufacturing Execution System (MES) category.

A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany, Hungary, Singapore, Israel and Japan. Tulip has been recognized as a World Economic Forum Global Innovator, a 2024 Deloitte Technology Fast award winner, one of Energage’s Top Workplaces USA, and one of Built In Boston’s “Best Places to Work” and “Best Midsize Places to Work.”

You've done the BDR/SDR work yourself and you're ready to lead the people who do it — and you treat pipeline as a revenue commitment, not an activity metric. You know what great pipeline generation looks like, how to coach someone toward it, and how to tie a team's output directly to opportunities created and cARR influenced. You're equally at home building the systems — playbooks, tooling, comp, reporting, and the AI that makes the team faster — and developing the humans on a distributed team, and you thrive in cross-functional ambiguity translating between Sales, Marketing, and Operations.

You see the BDR function as both a revenue engine and a talent engine for the commercial org, and you want to build it that way.

• 5+ years in sales/business development, including 2+ years managing or leading a BDR/SDR team
• Proven track record building and scaling inbound and outbound pipeline-generation motions and hitting team opportunity and pipeline targets
• Strong people leader who can coach, develop, and performance-manage a distributed team and build clear, motivating career paths
• AI-forward operator who uses AI to scale prospecting, qualification, and reporting — and pushes the team to build it into their daily motion
• Fluency with the modern BDR stack — Salesforce, sales engagement and AI prospecting tools, and pipeline reporting and analytics
• Skilled cross-functional operator who can align Sales, Revenue Marketing, and GTM Operations around a shared account model
• Bachelor's degree or equivalent working experience

• Experience with account-based (ABx/ABM) motions or pod-based selling structures
• Familiarity with manufacturing or industrial software (MES, ERP) or other complex enterprise sales

• Own the BDR methodology, playbooks, and qualification standards — designed and measured centrally, and tuned for each sales pod's territory reality
• Manage day-to-day operations, performance, and career development for a distributed team of BDRs embedded across US and EMEA sales pods
• Co-develop with Commercial leadership the BDR compensation plan, quota-setting, ramp model, and accelerators, keeping the team's incentives aligned with their pods' targets
• Build and maintain the central BDR tooling and AI stack, reporting, and pipeline benchmarks — deploying AI agents and buying signals for prospecting, qualification, and reporting so every BDR runs a consistent, measurable, AI-accelerated motion
• Partner with Frontline Sales Managers on account allocation, AE briefing, and pod operating rhythm while owning the BDR development track end to end
• Run the BDR career framework (BDR → Sr. BDR → AE, plus cross-functional paths) as a talent pipeline for the commercial org, in partnership with Sales leadership
• Part…