Business Development Lead

This role is located in Somerville, MA — We are a hybrid work environment and are in the office 3+ days/per week.

Tulip, the leader in AI-native frontline operations, is helping companies around the world equip their workforce with composable, connected apps, leading to higher quality work, improved efficiency, and end-to-end traceability across operations. Tulip’s cloud-native, no-code platform, powered by embedded AI, is driving the digital transformation of industrial environments through composable, human-centric solutions that go beyond disrupting the Manufacturing Execution System (MES) category.

A spinoff out of MIT, Tulip is headquartered in Somerville, MA, with offices in Germany, Hungary, Singapore, Israel and Japan. Tulip has been recognized as a World Economic Forum Global Innovator, a 2024 Deloitte Technology Fast award winner, one of Energage’s Top Workplaces USA, and one of Built In Boston’s “Best Places to Work” and “Best Midsize Places to Work.”

About You:

You have carried a pipeline number yourself, and now you want to build the team that carries it. You are a builder: you write the playbook, set the qualification bar, and build the tooling that makes the standard easy to follow. You treat AI as leverage on headcount, and you expect every rep to run an AI-accelerated motion every day. You are comfortable in the room with Account Executives and sales leaders, and you hold both sides to the same handoff standard.

What skills do I need?

• 5+ years in sales or business development, including 2+ years leading a BDR/SDR team
• Track record hiring, onboarding, and ramping a pipeline generation team against opportunity and pipeline targets
• Experience putting AI into a team's daily motion for prospecting, research, qualification, and reporting, with adoption you can point to
• Proven coach who standardizes how a team works: playbooks, qualification criteria, call reviews, and scorecards
• Fluency with Salesforce, sales engagement tools, conversation intelligence, and buying signal data
• Nice to have: experience running one operating model across different markets or pod structures, including account based (ABx/ABM) motions
• Bachelor's degree or equivalent working experience

Key Responsibilities:

• Grow the team: own hiring, onboarding, and ramp for a distributed team across the US and EMEA, build the headcount and capacity plan with Sales and Finance, and run the progression framework that feeds talent into Sales
• Standardize the motion: own the playbooks, qualification standards, and coaching cadence for inbound and outbound, set centrally so every rep runs the same measurable process
• Flex the model to the market: tune targets, channel mix, and account coverage to each pod's territory reality, with the same qualification bar everywhere
• Make AI the default: put AI agents and buying signals into daily prospecting, research, qualification, and reporting, and hold the team accountable to using them
• Own the number: set and forecast pipeline and qualified opportunity targets per rep, design quota and comp with Commercial leadership, publish conversion benchmarks, and act on the gaps
• Partner with Sales: run the handoff standard and SLAs end to end, hold Account Executives to timely disposition, and plan accounts with Frontline Sales Managers

Key Collaborators:

• Sales pods, including Frontline Sales Managers and Account Executives
• Revenue Marketing, Product Marketing, and GTM Operations
• Sales and GTM leadership
• This role reports to the Head of Business Development, with a dotted line to Head of Sales, and is an active partner to all Frontline Sales Managers

Working at Tulip

We know even great candidates experience imposter syndrome. Even if you don't match every requirement, applying gives you the opportunity to be considered.

We're building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:

• Direct impact on product and culture
• Company equity
• Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K)
• Flexible work schedule and unlimited vacation policy
• Learning & Development program
• Virtual and in-office global company events and happy hours
• Fitness subsidies
• An inclusive, dog-friendly office with diverse and inspiring colleagues

We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations.

The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted, actual compensation will be determined depending on multiple factors including job-related knowledge & skills, experience, business needs, geographical location, market compensation data, and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $100,000 - $125,000 per year, and is eligible for on-target-earnings (OTE).