Business Development Manager

About OSOME We're Osome - an international fintech startup making the lives of entrepreneurs easier. We help thousands of businesses kick admin, accounting and bookkeeping out of their day-to-day, so they can spend more time on what's important to them. We've developed a unique solution that combines SaaS with a human-in-the-loop approach to provide full-fledged services in real-time. We’re experiencing rapid growth in both client base and team, which now comprises around 500 people across our offices worldwide. As we continue to scale, we’re looking for more bright minds who are excited to make a real impact by solving complex problems. The Role: We have a strong, successful SDR team with solid inbound systems, good capacity, and reps who deliver. Now we need a leader who can take this function further - elevating the team through better coaching, sharper skills development, and new outbound capabilities, while keeping the engine running at high performance every day. You own the SDR function end-to-end, reporting directly to the VP of Sales. You will strengthen what works, build what is missing, and raise the bar across the board: rep skills, qualification quality, pipeline velocity, and deal values. You work through Team Leaders and alongside reps - unlocking blockers, coaching live calls, diagnosing deals, and driving the daily activity that generates pipeline. This is a strategic and hands-on role. You partner with the VP of Sales on where to invest and what motions to develop. You collaborate with Sales, Marketing, Partnerships, and RevOps to improve lead quality, handoffs, and conversion. And you are equally the person who jumps into a rep's pipeline review and helps them figure out how to move a stuck lead forward. What you'll do: The SDR function: team performance, playbooks, qualification frameworks, routing, SLAs, and success metrics. • Elevating the existing team: skills development, structured training, coaching cadences, and clear career progression paths from SDR to AE and beyond. • Building a systematic outbound capability on top of the strong inbound foundation - prospecting sequences, cadence frameworks, and multi-channel strategy (call, email, LinkedIn, WhatsApp, WeChat). • Pipeline generation targets and influenced revenue - quantity, quality, and velocity. • Day-to-day operational leadership through Team Leaders: daily standups, pipeline reviews, activity management, and hands-on support unlocking issues for reps. • Operational infrastructure: funnel analytics, capacity planning, and real-time reporting in Looker and HubSpot. • AI-driven productivity: generative AI, agentic automation, lead enrichment, and intelligent personalization across the team. • Cross-functional collaboration with Sales, Marketing, Partnerships, and RevOps on lead quality, handoffs, campaigns, and ICP alignment. Who you are: • 5+ years in sales development or B2B sales, with 2+ years managing and scaling an SDR/BDR team. • You know how to sell - and how to teach others to sell. You can diagnose why a rep is struggling and coach them through it. • You have built outbound motions before and know what it takes to layer them onto an existing inbound operation. • Strong operator: you think in systems, SLAs, conversion math, and activity management. High-volume environments are where you thrive. • Equally a strategist: you partner with leadership on direction while staying hands-on with reps and Team Leaders daily. • Experience managing distributed teams across time zones and cultures - and keeping intensity and consistency high across all of them. • Deep HubSpot (or comparable CRM) expertise - you build workflows and reporting, not just use them. • Data-literate: Looker, dashboards, funnel diagnostics. Decisions based on data, not gut feel. • AI-literate: hands-on with LLMs, generative AI, and agentic automation for sales productivity. • Startup mindset - excited about founders, energized by elevating teams, comfortable with pace and amb