Team Lead - Enterprise Business Development representative

Company: Ema
Location: Bodega Bay
Posted on: February 16, 2026

Job Description:

Job Description Job Description The Role We are hiring an experienced Enterprise Business Development Representative (BDR) — Team Lead / Manager to own strategic account development and generate high-quality Sales Qualified Meetings (SQLs) with senior enterprise stakeholders. This is a high-impact, outbound-focused role built for someone who knows how to break into complex accounts, build credibility with executives, and create a real pipeline — not just activity. In addition to being a top-performing individual contributor, this person will also manage and mentor a team of BDRs , helping scale Ema’s outbound engine over time. You will operate at the center of Ema’s go-to-market motion, partnering closely with Sales and Marketing to build repeatable enterprise pipeline generation. What You’ll Do Enterprise Pipeline Generation (Individual Contribution) Own outbound prospecting including defining set of target enterprise accounts Develop account entry strategies and multi-thread across buying committees Drive prospects from cold outreach through qualification to booked SQLs Partner with Account Executives to ensure strong handoff and pipeline conversion BDR Team Leadership & Management Manage, mentor, and develop a team of BDRs as the function grows Lead weekly coaching, pipeline reviews, and performance improvement cadences Ensure consistent SQL quality, messaging discipline, and outbound effectiveness Help recruit, onboard, and ramp future BDR hires Build scalable systems, playbooks, and best practices across the team What We’re Looking For 7 years of enterprise BDR experience, ideally in high-growth SaaS or technical categories Proven track record booking meetings with Fortune 1000 / Global 2000 organizations Prior experience leading, coaching, or managing BDR/SDR teams (player-coach mindset) Strong ability to navigate complex sales cycles and multiple stakeholders Excellent written and verbal communication with executive-level presence Comfort operating in a fast-moving, high-ownership environment Understands how to effectively leverage modern prospecting and sales development tools. You don’t need experience with one specific platform — but you do need strong outbound systems thinking and the ability to scale it across a team. Why Join Ema Work on one of the most strategic enterprise AI platforms in the market Help define and lead the enterprise outbound engine from the ground up High visibility, direct partnership with leadership, and room to grow into a GTM leadership role Competitive compensation, uncapped upside, and meaningful equity

Keywords: Ema, Santa Cruz , Team Lead - Enterprise Business Development representative, Sales , Bodega Bay, California