Team Lead BD Digital (SME) (m/f/x)

Team Lead BD Digital (SME) (m/f/x)

Department: Sales

Employment Type: Permanent - Full Time

Location: München

Description

We are hiring a Team Lead BD for our Digital Team (SME/Mid-market) to lead and scale our BDR team focused on the SME/Mid-Market segment. You will own the team that opens conversations with SME/Mid-Market decision-makers across our priority markets - building a pipeline machine that is fast, focused, and unmistakably AI-native.

This is a hands-on leadership role for someone who wants to define what modern, AI-first outbound looks like in a high-velocity SaaS scale-up. You will inherit a foundational team, shape its operating model, and partner closely with Marketing, Sales, and RevOps to compress time-to-relevance with SME/Mid-Market buyers.

Why this role matters: The SME/Mid-Market segment is the engine room of compliance demand. Lean buying committees, short cycles, and pragmatic decision-making mean the BDR motion is not a junior version of Enterprise - it is a discipline of its own. This role defines that discipline at osapiens.

What You'll Own

Team Leadership & Performance

• Lead, coach, and develop the BDR team for the Digital segment - from day-to-day enablement through to career progression.
• Own the team's pipeline contribution to SME/Mid-Market revenue: meetings booked, qualified opportunities created, and conversion to closed-won.
• Set the cadence - weekly forecasts, 1:1s, call reviews, ramp plans - and hold the bar on activity quality, not just quantity.
• Recruit, onboard, and retain top BDR talent; build a bench for internal promotion into AE and specialist roles.

AI-Native Outbound Engine

• Design and continuously evolve an outbound motion built around AI agents, autonomous sequencing, and signal-based prospecting - not template-and-pray cadences.
• Lead the team's adoption of AI tooling end-to-end: research, personalisation, intent monitoring, multi-channel orchestration, and conversation intelligence.
• Partner with RevOps to instrument the funnel: define the metrics, dashboards, and feedback loops that make the AI-native motion measurable and improvable.
• Stay ahead of the curve on emerging AI tools and tactics; pilot, measure, scale or kill - fast.

Cross-Functional Partnership

• Co-own the SME/Mid-Market pipeline plan with Marketing - campaign alignment, ICP refinement, content needs, and lead routing.
• Partner tightly with Sales (AEs and Sales Leadership) to ensure handover quality and pipeline conversion are continuously improving.
• Feed market intelligence back into Product Marketing and Strategy: what SME/Mid-Market buyers are actually saying, asking, and objecting to.

Strategy & Scale

• Build the playbook: ICP, messaging frameworks, qualification standards, and segment-specific plays for the SME/Mid-Market motion.
• Define the path from today's team to a multi-pod, multi-market BDR organisation - including the org design, tooling stack, and enablement system that makes scaling sustainable.

What You Bring

Non-Negotiables

• AI-native mindset and demonstrable experience. You don't talk about AI as a future trend - you have already rebuilt outbound motions around it. You can name the tools you use, the workflows you've automated, and the lift you have measured.
• 3-6 years in B2B SaaS sales development, with at least 1-2 years leading or managing a BDR/SDR team.
• Track record of building pipeline in the SME/Mid-Market segment - you understand the buying logic, the speed, and the lean decision-making that defines this space.
• Operational rigour. Comfortable with funnel maths, attribution, and forecast accuracy - you manage by data, not by vibes.
• Fluent in English. Strongly preferred German, Spanish, Italian, French or Dutch.

How You Operate

• Bias to action. You ship, measure, and iterate - weekly, not quarterly.
• Coach first, manager second. You build people; the metrics follow.
• High energy, low ego.

What We Offer

• A pivotal leadership role in the team building osapiens' SME/Mid-Market growth engine.
• Direct line of sight to senior commercial leadership - your work is visible at the top.
• A genuinely AI-first commercial culture, autonomy, and mandate to build the outbound motion of the next decade.
• Competitive package including OTE and a category-defining product in a market with strong regulatory tailwinds.

Join us for this and more...

• A purpose-driven mission tackling sustainability and compliance challenges in a fast-growing tech company
• A dynamic and collaborative team with a strong focus on performance and impact
• Flexibility through hybrid work options
• Sustainable mobility options supporting eco-friendly commuting
• Regular team events and opportunities to connect across our global organization
• An inspiring working environment in Munich.