Business Development Lead - Americas

Навыки

• A/B-тесты
• After Effects
• Холодные рассылки
• CRM-системы
• DWH
• Google Tag Manager
• HTML

О компании и продукте

• Product development used to mean manually writing code, running analysis, diagnosing bugs, and rolling out changes using dozens of tools.
• PostHog is the only platform that acts like a co-pilot for you (and your AI agents) to do it all – autonomously.
• We started with open-source product analytics, launched out of Y Combinator's W20 cohort https://posthog.com/handbook/story. We've since shipped more than a dozen products https://posthog.com/products, including:
• PostHog Code https://posthog.com/code, the only AI devtool that understands your product, not just your codebase.

Задачи

• Own the outbound pipeline engine
• Iterate on the targeting strategy, account selection criteria, and signal-based prioritization that tells your team who to reach and why now
• Start with what doesn't scale, then systematize it
• Manage and develop a team of cracked BDRs, some of whom are here already (Andreas https://posthog.com/community/profiles/45941, Lorena https://posthog.com/community/profiles/42975, Melad https://posthog.com/community/profiles/45796)
• Coach daily on messaging, objection handling, qualification discipline, and outreach quality
• Run weekly 1:1s focused on skill development, not just activity review
• Build a ramp plan that treats the trajectory of learning as the primary leading indicator in the first 60 days
• Build the tooling and automation layer
• Help design and maintain Clay.com http://Clay.com workflows, Salesforce enrichment processes, and AI-assisted sequence generation without being a slop-cannon
• Own the metrics and reporting
• Build pipeline generation dashboards, track leading indicators (response rates, meeting quality scores, AE acceptance rates), and produce a weekly pipeline generation report
• Instrument everything in PostHog, Lemlist, and Salesforce to make it so
• Coach qualification discipline
• Implement and coach a qualification framework that ensures meetings passed to AEs are qualified
• Disqualification is a feature, not a failure – build the taxonomy and track the reasons
• Iterate on messaging and channels
• A/B test outreach sequences across email, LinkedIn, video, X, Discord, TikTok and creative channels
• Maintain a living playbook that captures what works, what doesn't, and why
• Collaborate with the TAE team https://posthog.com/teams/sales-cs on target refinement
• Use feedback loops from AE deal outcomes to continuously sharpen targeting
• You report to Ben https://posthog.com/community/profiles/32367 (Revenue Leader)
• You'll work closely with Abhishek https://posthog.com/community/profiles/41271 (GTM Engineer) on tooling and data infrastructure
• Helpful links
• PostHog BDR job listing https://docs.google.com/document/d/1P82XNIwbPRT3q0KyBlV76zd9i-_5udC_qKTyZJQwCJA/edit?usp=sharing – the role you'll be hiring for and managing

Требования

• 1–2+ years managing or formally leading a BDR/SDR team as a player-coach, with direct responsibility for hiring, coaching, and performance management. "Team lead" with informal authority counts if you can demonstrate coaching impact on rep performance
• We are structured for speed and autonomy https://posthog.com/handbook/company/culture#were-structured-for-speed-and-autonomy, so your leadership style needs to fit our model
• This is less command & control, and more set context, build systems, coach selectively & judge on outputs
• Prior individual quota-carrying experience
• You've personally prospected, booked meetings, and ideally closed deals
• You know what good looks like because you've done it, not just managed it
• You’ll do it again here
• Demonstrated ability to think in data, systems, and loops – even at a smaller scale
• You know how to build the operating system the team runs on
• You've designed or significantly improved a prospecting workflow, built reporting from scratch, or created a repeatable process where one didn't exist before
• Hands-on experience with Clay.com http://Clay.com
• You've built tables, enrichment workflows, and automated sequences in Clay – not just used outputs someone else created
• If you can show us a Clay workflow you designed, that's a strong signal
• Salesforce proficiency. You can build reports, create custom fields, manage lead/contact data hygiene, and don't need someone else to configure your CRM
• AI-capable, with experience building automation
• You've used AI tools (LLMs, AI writing assistants, workflow automation) to improve prospecting efficiency
• You should be able to articulate specific examples: "I built X using Y and it improved Z by W%."
• Excellent written communication
• Your outreach sequences, coaching notes, and Slack messages are clear, concise, and sharp
• PostHog is an async-first company – writing quality matters
• Comfort with ambiguity and distributed ownership
• This is a build role, not a maintain role
• You'll be handed a rough playbook and expected to own it with your team, and you’ll have a company full of drivers who will give you “yes, and…” feedback
• Strong preference, but-not a dealbreaker
• Experience in a product-led sales (PLS) or product-led growth (PLG) company where the buyer often starts with a free/self-serve tier before engaging sales

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