We are hiring a Team Lead BD for our Digital Team (SME/Mid-market) to lead and scale our BDR team focused on the SME/Mid-Market segment. You will own the team that opens conversations with SME/Mid-Market decision-makers across our priority markets — building a pipeline machine that is fast, focused, and unmistakably AI-native.
This is a hands-on leadership role for someone who wants to define what modern, AI-first outbound looks like in a high-velocity SaaS scale-up. You will inherit a foundational team, shape its operating model, and partner closely with Marketing, Sales, and RevOps to compress time-to-relevance with SME/Mid-Market buyers.
Why this role matters: The SME/Mid-Market segment is the engine room of compliance demand. Lean buying committees, short cycles, and pragmatic decision-making mean the BDR motion is not a junior version of Enterprise — it is a discipline of its own. This role defines that discipline at osapiens.
What You'll Own
Team Leadership & Performance
- Lead, coach, and develop the BDR team for the Digital segment — from day-to-day enablement through to career progression.
- Own the team's pipeline contribution to SME/Mid-Market revenue: meetings booked, qualified opportunities created, and conversion to closed-won.
- Set the cadence — weekly forecasts, 1:1s, call reviews, ramp plans — and hold the bar on activity quality, not just quantity.
- Recruit, onboard, and retain top BDR talent; build a bench for internal promotion into AE and specialist roles.
AI-Native Outbound Engine
- Design and continuously evolve an outbound motion built around AI agents, autonomous sequencing, and signal-based prospecting — not template-and-pray cadences.
- Lead the team's adoption of AI tooling end-to-end: research, personalisation, intent monitoring, multi-channel orchestration, and conversation intelligence.
- Partner with RevOps to instrument the funnel: define the metrics, dashboards, and feedback loops that make the AI-native motion measurable and improvable.
- Stay ahead of the curve on emerging AI tools and tactics; pilot, measure, scale or kill — fast.
Cross-Functional Partnership
- Co-own the SME/Mid-Market pipeline plan with Marketing — campaign alignment, ICP refinement, content needs, and lead routing.
- Partner tightly with Sales (AEs and Sales Leadership) to ensure handover quality and pipeline conversion are continuously improving.
- Feed market intelligence back into Product Marketing and Strategy: what SME/Mid-Market buyers are actually saying, asking, and objecting to.
Strategy & Scale
- Build the playbook: ICP, messaging frameworks, qualification standards, and segment-specific plays for the SME/Mid-Market motion.
- Define the path from today's team to a multi-pod, multi-market BDR organisation — including the org design, tooling stack, and enablement system that makes scaling sustainable.
What You Bring
Non-Negotiables
- AI-native mindset and demonstrable experience. You don't talk about AI as a future trend — you have already rebuilt outbound motions around it. You can name the tools you use, the workflows you've automated, and the lift you have measured.
- 3–6 years in B2B SaaS sales development, with at least 1–2 years leading or managing a BDR/SDR team.
- Track record of building pipeline in the SME/Mid-Market segment — you understand the buying logic, the speed, and the lean decision-making that defines this space.
- Operational rigour. Comfortable with funnel maths, attribution, and forecast accuracy — you manage by data, not by vibes.
- Fluent in English. Strongly preferred German, Spanish, Italian, French or Dutch.
How You Operate
- Bias to action. You ship, measure, and iterate — weekly, not quarterly.
- Coach first, manager second. You build people; the metrics follow.
- High energy, low ego.
What We Offer
- A pivotal leadership role in the team building osapiens' SME/Mid-Market growth engine.
- Direct line of sight to senior commercial leadership — your work is visible at the top.
- A genuinely AI-first commercial culture, autonomy, and mandate to build the outbound motion of the next decade.
- Competitive package including OTE and a category-defining product in a market with strong regulatory tailwinds.
Join us for this and more...
- A purpose-driven mission tackling sustainability and compliance challenges in a fast-growing tech company
- A dynamic and collaborative team with a strong focus on performance and impact
- Flexibility through hybrid work options
- Sustainable mobility options supporting eco-friendly commuting
- Regular team events and opportunities to connect across our global organization
- An inspiring working environment in Munich.