Head of Business Development

Remote (US Based) | Business Development | Full-time | Fully remote

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Job Title: Head of Business Development 

Location: Remote (US Based Only)

Hiring Manager: VP of Marketing & Business Development 

Estimated salary range:

                              Base Salary: $120,000 - $150,000
                              Expected On-target Earnings: $160,000 - $200,000
                              75% Base – 25% Commission    

  • The salary offered for this position will be based on a candidate’s experience and skill demonstrated during interviews and other evaluations

About Ocient:

Ocient is a hyperscale data solutions company founded in Chicago, IL, enabling organizations to analyze trillions to quadrillions of data records in seconds. Over the past five years, Ocient has built a SQL compliant data warehouse for Petabyte and beyond datasets that is 10x to 50x times faster than competitive OLAP databases. Our company is a remote first company, with employees all over the world. 

Position Overview: 

The Head of Business Development is a player-coach role that combines leadership of Ocient’s Business Development Representatives (BDRs/SDRs) with direct execution of prospecting and pipeline development. This leader will not only establish best practices and guide a team of early-career BDRs but will also personally engage in lead generation, prospect into key accounts and partners, and validate outbound messaging. 

The role is pivotal in driving Ocient’s account-based marketing & sales (ABM/ABS) go-to-market strategy. Success will be measured by tangible pipeline and revenue contribution, including metrics such as sourced pipeline percentage, conversion rates, and lead progression from MQL → SQL → Opportunity. 

This is a highly visible role that bridges Sales and Marketing leadership, co-owning pipeline targets, aligning campaigns with GTM strategy, and helping scale a function that blends operational rigor with enterprise sales acumen. 

Key Responsibilities: 

Leadership & Player-Coach Execution 

  • Lead, mentor, and coach a team of BDRs/SDRs through structured training, call shadowing, and role-play exercises to accelerate their growth into junior AE roles. 

  • Directly engage in outbound prospecting into strategic accounts and partners, demonstrating best practices while validating messaging and tactics. 

  • Collaborate with internal SMEs and AEs to tailor outreach with industry knowledge, positioning insights, and customer-specific strategies. 

  • Foster a culture of continuous learning with regular account reviews, feedback sessions, and real-time coaching. 

Pipeline & Revenue Accountability 

  • Co-own pipeline targets in partnership with Sales and Marketing leadership. 

  • Drive measurable contribution to pipeline through outbound campaigns, targeted account penetration, and refined messaging strategies. 

  • Track, analyze, and report on key KPIs including % sourced pipeline, conversion rates, velocity, and coverage. 

  • Ensure alignment of BDR efforts with territory/account plans and marketing campaigns. 

Operational Excellence & Tools 

  • Build and continuously refine playbooks, processes, and templates to ensure repeatability and scalability of business development. 

  • Maintain rigorous CRM hygiene and data accuracy, ensuring reliable reporting and forecasting. 

  • Leverage both HubSpot and Salesforce (dual stack) for tracking, reporting, and enablement. 

  • Introduce and operationalize modern enablement technologies, including AI-based tools, to improve team productivity and efficiency. 

Enterprise Sales Engagement 

  • Partner with AEs to strategize on complex enterprise pursuits, often involving long sales cycles and multiple executive and technical stakeholders. 

  • Represent Ocient at senior client meetings, industry conferences, and tradeshows to help generate demand and strengthen market presence. 

  • Serve as a trusted bridge across Sales, Marketing, and Product, sharing field insights to refine GTM campaigns, messaging, and product positioning.  

Culture & Growth 

  • Create an environment where early-career BDRs can see a clear career path toward becoming AEs, with structured coaching, measurable milestones, and development opportunities. 

  • Thrive in a fast-paced, resource-constrained environment where building and executing happen in parallel. 

  • Establish Ocient as a destination for ambitious business development talent. 

 

Qualifications: 

  • 7–10+ years of progressive experience in business development, inside sales, or enterprise sales; at least 3–5 years managing and scaling BDR/SDR teams. 

  • Demonstrated player-coach success — building pipeline personally while leading high-performing teams. 

  • Proven experience in complex enterprise software/solutions sales, with success engaging senior executives and technical stakeholders in long-cycle deals.  

  • Strong track record of pipeline creation and progression, with clear tie to revenue outcomes. 

  • Deep expertise in CRM systems (HubSpot + Salesforce), reporting, and data quality. 

  • Familiarity with modern enablement tools, including AI-powered sales tools, to drive efficiency and effectiveness. 

  • Exceptional collaboration skills across sales, marketing, and product organizations. 

 

We are not open to using an agency or staffing company at this time. We do not accept unsolicited agency or staffing resumes and we are not responsible for any fees related to unsolicited resumes.

Ocient provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type and makes all hiring decisions without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

 

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