Business Development Manager

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. Tulips 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 Energages Top Workplaces USA and one of Built In Bostons Best Places to Work and Best Midsize Places to Work.

About You

Youve done the BDR/SDR work yourself and youre ready to lead the people who do it and you treat pipeline as a revenue commitment not an activity metric. You know what great pipeline generation looks like how to coach someone toward it and how to tie a teams output directly to opportunities created and cARR influenced. Youre equally at home building the systems playbooks tooling comp reporting and the AI that makes the team faster and developing the humans on a distributed team and you thrive in cross-functional ambiguity translating between Sales Marketing and Operations. You see the BDR function as both a revenue engine and a talent engine for the commercial org and you want to build it that way.

What skills do I need

• 5 years in sales/business development including 2 years managing or leading a BDR/SDR team
• Proven track record building and scaling inbound and outbound pipeline-generation motions and hitting team opportunity and pipeline targets
• Strong people leader who can coach develop and performance-manage a distributed team and build clear motivating career paths
• AI-forward operator who uses AI to scale prospecting qualification and reporting and pushes the team to build it into their daily motion
• Fluency with the modern BDR stack Salesforce sales engagement and AI prospecting tools and pipeline reporting and analytics
• Skilled cross-functional operator who can align Sales Revenue Marketing and GTM Operations around a shared account model
• Bachelors degree or equivalent working experience

Nice to Have

• Experience with account-based (ABx/ABM) motions or pod-based selling structures
• Familiarity with manufacturing or industrial software (MES ERP) or other complex enterprise sales

Key Responsibilities

• Own the BDR methodology playbooks and qualification standards designed and measured centrally and tuned for each sales pods territory reality
• Manage day-to-day operations performance and career development for a distributed team of BDRs embedded across US and EMEA sales pods
• Co-develop with Commercial leadership the BDR compensation plan quota-setting ramp model and accelerators keeping the teams incentives aligned with their pods targets
• Build and maintain the central BDR tooling and AI stack reporting and pipeline benchmarks deploying AI agents and buying signals for prospecting qualification and reporting so every BDR runs a consistent measurable AI-accelerated motion
• Partner with Frontline Sales Managers on account allocation AE briefing and pod operating rhythm while owning the BDR development track end to end
• Run the BDR career framework (BDR Sr. BDR AE plus cross-functional paths) as a talent pipeline for the commercial org in partnership with Sales leadership
• Partner with Revenue Marketing on lead-follow-up SLAs ABx alignment and campaign coordination

Key Collaborators

• Sales pods including Frontline Sales Managers and Account Executives
• Revenue Marketing
• Product Marketing
• GTM Operations
• Sales and GTM Operations leadership
• This role reports to Head of GTM Strategy with dotted line to Head of Sales and expected to an active partner to all Frontline Sales Managers

Working at Tulip

We know even great candidates experience imposter syndrome. Even if you dont match every requirement applying gives you the opportunity to be considered.

Were 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 $100000 - $125000 per year and is eligible for on-target-earnings (OTE).

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.

Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws ensuring all personal candidate information is handled securely and ethically.