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Sustainment is an AI-native software platform connecting US-based manufacturers with critical suppliers to build and manage resilient supply chains. The company serves both DoD and commercial customers with a dual-use technology platform.
You will lead the Business Development function as a people manager and system builder, not as an individual contributor with a personal quota. You report to the VP of Sales and currently manage 2 BDRs, with the opportunity to grow the team as revenue scales.
Key responsibilities include:
**Team Leadership**: Day-one management of existing BDRs through coaching, pipeline reviews, ramp plans, weekly 1:1s, and performance accountability. You will be hands-on and in the weeds, building the function from the ground up.
**Function Design**: Establish sequencing strategy, messaging frameworks, call frameworks, activity standards, quality assurance on outbound quality, and the ramp playbook that accelerates future hire productivity.
**Technology Stack**: Partner with RevOps to architect how the CRM, dialer, intent data, and call intelligence tools are configured, adopted, and measured. You identify gaps and drive improvements to support a high-performing outbound function.
**Pod Alignment**: Work tightly with Account Executives against a defined ICP and named target accounts. Partner directly with AE-side sales leadership on rep behavior, coaching, and accountability across both sides of the pod.
**Campaign-Driven Pipeline**: Collaborate with marketing and growth to convert webinars, events, and campaigns into booked meetings. You shape what gets built and how it gets worked, not just receive a list to execute.
**Hiring and Scale**: Recruit, onboard, and ramp additional BDRs as revenue and demand justify headcount. Build the bench before you need it.
**Strategic Voice**: Bring a point of view on where pipeline comes from and argue for it. You are expected to contribute to demand strategy, not execute a plan handed to you.
Success is measured by: existing team operating to defined standards with measurable activity and conversion metrics; a documented outbound playbook (sequences, call frameworks, objection handling, ramp curriculum); predictable sourced pipeline; and thoughtful ramp plans for future hires.
The role is hybrid, based in Austin, TX. You will travel to Austin regularly (monthly minimum) plus travel for market-facing events. Candidates outside Austin must be open to roughly 50% travel.
**Requirements:**
- 5+ years managing BDR/SDR teams
- Personally scaled a BDR/SDR function (built coaching, sequencing, and campaign infrastructure, not just inherited and maintained it)
- B2B SaaS experience
- Experience running an integrated outbound stack end-to-end: sequencing/engagement, CRM, dialer, intent data, call intelligence
- Experience running outbound tightly aligned to ICP and named target accounts in close partnership with AEs
- Experience managing outbound motions into net new prospects and expansion install base accounts
- Experience partnering with marketing and growth on campaign-based pipeline generation
- Willing to stay on the phones with your team for coaching and credibility
- Able to travel to Austin regularly (monthly) plus travel for market-facing events
**Nice to have:**
- Experience working in an org selling into manufacturing, defense, or industrial markets
- Experience working in an org selling supply chain software
- Experience building a function inside a Series A/B company
