Head of Business Development

September 13

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Ocient

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Enterprise • SaaS • Telecommunications

Ocient is a company that specializes in hyperscale data warehouse solutions. Their technology is designed to deliver real-time analytics and manage complex data sets efficiently. Ocient provides tailored solutions that can be deployed either in the cloud or on-premises, leveraging industry-standard hardware. They focus on offering high performance, energy-efficient solutions that are cost-effective and optimized for various industries such as AdTech, Telecom, Government, Financial Services, Operational IT, and Geospatial sectors. With a strong emphasis on security and compliance, their platform supports SQL workloads, data pipelines, and machine learning capabilities. Founded in 2016, Ocient strives to tackle large-scale data analytics challenges by providing end-to-end solutions and expert management services.

51 - 200 employees

🏢 Enterprise

☁️ SaaS

📡 Telecommunications

💰 $132k Venture Round on 2022-07

📋 Description

• Lead, mentor, and coach a team of BDRs/SDRs through structured training, call shadowing, and role-play exercises to accelerate their growth into junior AE roles. • Directly engage in outbound prospecting into strategic accounts and partners, demonstrating best practices while validating messaging and tactics. • Collaborate with internal SMEs and AEs to tailor outreach with industry knowledge, positioning insights, and customer-specific strategies. • Foster a culture of continuous learning with regular account reviews, feedback sessions, and real-time coaching. • Co-own pipeline targets in partnership with Sales and Marketing leadership. • Drive measurable contribution to pipeline through outbound campaigns, targeted account penetration, and refined messaging strategies. • Track, analyze, and report on key KPIs including % sourced pipeline, conversion rates, velocity, and coverage. • Ensure alignment of BDR efforts with territory/account plans and marketing campaigns. • Build and continuously refine playbooks, processes, and templates to ensure repeatability and scalability of business development. • Maintain rigorous CRM hygiene and data accuracy, ensuring reliable reporting and forecasting. • Leverage both HubSpot and Salesforce (dual stack) for tracking, reporting, and enablement. • Introduce and operationalize modern enablement technologies, including AI-based tools, to improve team productivity and efficiency. • Partner with AEs to strategize on complex enterprise pursuits, often involving long sales cycles and multiple executive and technical stakeholders. • Represent Ocient at senior client meetings, industry conferences, and tradeshows to help generate demand and strengthen market presence. • Serve as a trusted bridge across Sales, Marketing, and Product, sharing field insights to refine GTM campaigns, messaging, and product positioning. • Create an environment where early-career BDRs can see a clear career path toward becoming AEs, with structured coaching, measurable milestones, and development opportunities. • Thrive in a fast-paced, resource-constrained environment where building and executing happen in parallel. • Establish Ocient as a destination for ambitious business development talent.

🎯 Requirements

• 7 –10+ years of progressive experience in business development, inside sales, or enterprise sales; at least 3–5 years managing and scaling BDR/SDR teams. • Demonstrated player-coach success — building pipeline personally while leading high-performing teams. • Proven experience in complex enterprise software/solutions sales, with success engaging senior executives and technical stakeholders in long-cycle deals. • Strong track record of pipeline creation and progression, with clear tie to revenue outcomes. • Deep expertise in CRM systems (HubSpot + Salesforce), reporting, and data quality. • Familiarity with modern enablement tools, including AI-powered sales tools, to drive efficiency and effectiveness. • Exceptional collaboration skills across sales, marketing, and product organizations.

🏖️ Benefits

• remote first company