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.
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.
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.
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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.
osapiens develops holistic Software-as-a-Service solutions that help global companies ensure transparency, efficiency, and trust across their entire value chain. Through its cloud platform, the osapiens HUB, the company leverages innovative technologies, including artificial intelligence, to strengthen businesses while promoting human rights, ecological responsibility, and sustainable corporate governance.
Founded in 2018 and headquartered in Mannheim, Germany, osapiens works with around 2,500 companies in over 50 countries across industries such as consumer goods, automotive, fashion, pharmaceuticals, and medical products. The company is backed by Goldman Sachs and Decarbonization Partners, reinforcing its commitment to responsible, sustainable growth and has reached unicorn status in January 2026.
