BDR Team Lead

Description

Welcome to Zesty, a dynamic startup at the forefront of cloud optimization innovation!

Zesty’s Mission

Zesty is a startup company specializing in automated optimization solutions, aiming to help organizations reduce costs and enhance operational efficiency. The company offers a range of products designed for DevOps and FinOps teams responsible for managing cloud usage within organizations.

Position Overview

Zesty is looking for a BDR Team Lead to build, coach, and scale our sales development team. You’ll own both inbound and outbound pipeline creation, lead a team of BDRs, and play a key role in driving new business opportunities for our Kubernetes and cloud optimization platform.

This is a hands-on leadership role with real impact, working closely with Sales, Marketing, and RevOps. If you enjoy developing people, building strong team culture, and creating a high-performing pipeline engine — this role is for you.

Your Ownership Will Include

Lead & Grow the BDR Team

• Manage and coach a team of 4 BDRs with weekly 1:1s, call reviews, and clear goals.
• Build a positive, accountable team culture focused on curiosity, ownership, and excellence.
• Develop BDRs into future sales talent who can confidently engage technical decision-makers.
  
  

• Lead pipeline creation for mid-market and SMB tech companies in North America and Europe.
• Run an account-based outbound strategy using intent signals and tight targeting.
• Build and optimize multi-channel cadences (email, phone, LinkedIn).
• Coach reps to run sharp discovery conversations and deliver high-quality handoffs.
  
  

• Create and improve playbooks for targeting, messaging, sequencing, and qualification.
• Work with RevOps on territories, routing, processes, and reporting workflows.
• Ensure strong CRM hygiene and accurate reporting across Salesforce, Outreach, and supporting tools.
• Track funnel performance and drive improvements that focus on pipeline quality — not just volume.
  
  

• Partner with Marketing on messaging, campaigns, ABM, and feedback loops.
• Align with Sales leaders and AEs on target accounts, handoff standards, and pipeline expectations.
• Collaborate with RevOps to enhance tools, data, and operational processes.
  
  

• 2+ years managing SDR/BDR teams in a B2B SaaS company.
• Experience in a fast-paced startup environment — strong advantage.
• Proven success coaching teams to deliver qualified pipeline and strong conversion.
• Strong outbound and inbound sales development skills (including account-based prospecting).
• Ability to guide reps on how to earn trust with technical buyers (DevOps, Infra, Cloud leaders).
• Analytical mindset with the ability to turn dashboards and data into clear actions.
• Operational mindset with experience owning playbooks, cadences, workflows, and reporting.
• Hands-on experience with Salesforce, Outreach, Sales Navigator, ZoomInfo (or similar).
• Positive, people-first leadership style combined with high performance standards.
• Experience with Salesforce, Outreach, Sales Navigator, and ZoomInfo or similar tools.
• Positive, people-first leader who is also driven by results and accountability.
  
  

• Diversity & Inclusion - Be yourself! We welcome employees from all backgrounds and have created a workplace where everyone can feel empowered.
• Transparency - We share our success stories, failures, processes, numbers, and everything in between. If you want to know something that wasn't shared with you – just ask!
• One Team - We genuinely trust each other which enables us to act as one team working together toward the same mission. All team members are equally important
• Open Communication & Feedback - When facing challenges, we always look for fresh ideas and ways to overcome them and We embrace constructive feedback that can and should be given to anyone
• Ego is out at the door - Ego obscures and disrupts everything: the planning process, the ability to take good advice, and the ability to accept constructive feedback. We operate with a high degree of humility