Original listing text, shown exactly as published by the company.
Key Responsibilities
- Lead, coach, and develop a team of BDRs, building individual capability and driving collective performance against pipeline generation targets.
- Own the team’s pipeline contribution to the APAC Go-to-Market (GTM) target — holding the team accountable for outbound activity, meeting volume, and opportunity quality.
- Design and continuously improve outbound prospecting playbooks, sequences, and messaging frameworks that reflect SafetyCulture’s value proposition and resonate with target verticals.
- Partner with Account Executives and Field Sales leadership to align outbound strategy with territory priorities and ensure seamless handoff of qualified opportunities.
- Use data to track individual and team performance, identify coaching moments, and make evidence-based decisions about where to invest time and resource.
- Recruit, onboard, and ramp new BDRs to full productivity, setting them up for long-term success at SafetyCulture.
- Collaborate with Marketing, Revenue Operations, and GTM leadership to align campaigns, territory strategy, and tooling to maximise outbound effectiveness.
Required Skills & Experience
Technical Skills
- Proven ability to lead and develop an inbound/outbound business development function, including designing prospecting motions and managing to pipeline generation metrics.
- Strong commercial understanding of B2B Software-as-a-Service (SaaS) sales cycles — capable of coaching reps on qualification, discovery, and objection handling at the top of funnel.
- Confident using CRM platforms (particularly Salesforce) and sales engagement tools to manage team activity, track pipeline hygiene, and produce accurate forecasts.
- Demonstrated experience building and iterating on outbound sequences, call scripts, and messaging frameworks tailored to specific industries or buyer personas.
- Ability to run structured 1:1s, call coaching sessions, and team performance reviews that translate into measurable individual improvement.
Behavioural Skills
- Invests genuinely in the success of the people they lead — creates a team environment where coaching is a two-way conversation and growth is celebrated as much as performance.
- Commercially minded beyond their own team’s numbers — connects BDR pipeline contribution to broader GTM and company goals, and helps the team understand why their work matters.
- Adapts approach when priorities shift or market conditions change, rather than defaulting to a familiar playbook — comfortable leading through ambiguity without waiting for perfect conditions.
- Bias for action — identifies gaps in process or performance and drives improvement without waiting to be asked; takes ownership of outcomes, not just activities.
- Open to feedback and genuinely coachable — models the same growth mindset they expect from the team; responds to performance challenges with curiosity rather than defensiveness.
- Brings teams together across functions — works collaboratively with Account Executives, Marketing, and Revenue Operations as a genuine partner, not a siloed unit.
AI Skills
- Actively uses AI tools to improve team productivity — for example, using AI to draft and refine outbound messaging sequences, analyse prospecting data, or generate call coaching insights.
- Comfortable evaluating AI-generated content for quality and relevance, and can coach the team to use AI effectively as a daily tool rather than an occasional shortcut.
- Stays current with how AI is changing outbound sales motions and brings new approaches to the team as the landscape evolves.
