Director of Business Development

London. Posted 9 months ago

The role

You will own and scale the pipeline generation machine and build the Commercial Associate program. You will hire and lead managers, set team operating systems, and develop commercial leaders.

What you will do

Own and scale the pipeline generation machine end to end
Build the CA program including hiring, onboarding, training, and growth paths
Hire, develop and lead managers
Set the operating system for the team including ICP, qualification standards, territory design, tooling, metrics and forecasting
Strengthen the partnership between CAs and Account Executives
Balance scaling what is working with finding new growth curves
Create the path from CA to AE and wider commercial leadership
Stay close to the market by joining calls, running campaigns and coaching
Report on funnel health and the plan to close gaps to the leadership team

Required qualifications

5+ years in B2B SaaS or technology sales
2+ years leading sales or business development teams, including experience managing managers
Track record of building or scaling an SDR/BDR function from the ground up
Experience hiring, developing and promoting early-career talent into AE and other commercial roles
Experience prospecting into technical buyers, including engineers, ML practitioners, data scientists or platform teams
Fluency with outbound tooling and AI-enabled prospecting workflows
Familiarity with CRM tools (e.g. Salesforce, HubSpot) and structured qualification methodologies
Bachelor’s degree or equivalent practical experience

Nice to have

experience selling developer tools, infrastructure or technical platforms
Experience in a high-growth startup
Curiosity about AI, robotics, or the future of Physical AI

Benefits

Competitive salary, commission, and meaningful equity
Clear, accelerated growth opportunities
Strong in-person culture: 4 days/week
Daily team lunches & dinners
Annual learning & development budget
Comprehensive health, dental, and vision coverage
US employees: 18 paid vacation days plus US public holidays
UK employees: 25 paid vacation days plus UK public holidays
Frequent travel opportunities across the U.S., London, and Europe
Bi-annual company offsites & monthly socials

About the company

Encord is the data layer for Physical AI and enterprise, serving as core infrastructure for 300+ leading AI teams. The team includes founders, scientists, quants, researchers, and former Olympians.