Head of Revenue Development

Flowable; Greater London; On-site; GBP 120,000 - 170,000; Full time

Job summary

Flowable, a leader in intelligent process and case automation, is building a new Revenue Development unit in Europe. We seek a hands-on, strategic leader to shape two pods (Inbound SDR and Outbound BDR), drive the build-vs-rent assessment for an AI-powered outbound engine, and guide the transition to an orchestrated model where the team leverages AI to source and sequence pipeline.

You will report to Field Operations leadership and work across UK/EU time zones with regular travel.

Qualifications

• Proven experience building or scaling a sales development function (SDR/BDR) in B2B SaaS.
• Track record as a player-coach with hands-on coaching and pipeline reviews.
• Experience evaluating or deploying AI-assisted sales engagement technology.

Responsibilities

• Own unit-sourced pipeline, split by inbound SDR and outbound BDR.
• Drive build-vs-rent evaluation for AI-driven outbound engine with engineering teams.
• Set targets, playbooks and compensation input for each seat and pod.
• Own SLA-based handoffs with Sales and Marketing to ensure clean pipeline movement.
• Lead transition to AI-orchestrated research and sequencing rather than manual work.
• Coach and grow pods, starting from founding seats, with two pods in focus.

Skills

Sales leadership

B2B SaaS

SDR/BDR scaling

AI-driven sales

Cross-functional collaboration

Job description

Flowable is a leading provider of intelligent process and case automation solutions, trusted by global enterprises to power mission-critical business operations.

With our next-generation Agentic Case Platform, we orchestrate people, systems, and AI to deliver real business outcomes: faster, smarter, and with greater agility.

We are standing up Revenue Development as a new unit: all sales development (SDR/BDR), inbound and outbound, working closely with the AI Transformation engineers who build the AI engine behind it. One leader, one number: unit-sourced pipeline. You will not start from a blank sheet: a BDR in the US and an SDR in our European hub are already in place. Your job is to shape this founding team into two clearly separated pods, drive the build-vs-rent evaluation for our outbound engine, and lead the transition to an AI-orchestrated model where your team steers the machine instead of doing everything by hand.

Responsibilities

• Own unit-sourced pipeline, reported and split by pod (Inbound/SDR and Outbound/BDR). Your number is the pipeline your unit sources; quota-carrying sellers keep their own self-sourcing expectations, and you make them more productive.
• Drive the build-vs-rent evaluation for our AI-driven outbound engine (account research, buying-team mapping, signal monitoring, sequenced outreach) and own the recommendation, working closely with the AI Transformation engineers.
• Set targets, playbooks and compensation input for each seat and pod.
• Own SLA-based handoffs with Sales (meeting acceptance) and Marketing (lead routing, ABM plays) so pipeline moves cleanly between functions.
• Drive the transition from manual sales development to an orchestrator model: Marketing, SDRs and BDRs steering AI-driven research, sequencing and drafting rather than producing it all manually.
• Coach, manage and selectively grow the pods as a player-coach, starting from today\'s founding seats. Two pods, deliberately small: an inbound SDR pod, and an outbound BDR pod placed near the sales teams, designed to scale on economics, not headcount ambition.
• Report unit performance and pipeline economics directly to the President of Field Operations.

What success looks like

• Unit-sourced pipeline, total and split by inbound and outbound pod, growing quarter over quarter.
• The build-vs-rent recommendation delivered, the decision taken with Field Operations leadership, and the engine in production within your first two quarters.
• The unit fully stood up, with clean, separated inbound and outbound KPIs, within your first quarter.
• The orchestrator model live and your full target account list under active signal coverage by the end of your first year.

Qualifications

• Proven experience building or scaling a sales development function (SDR/BDR) in B2B SaaS, ideally across both inbound and outbound motions.
• A track record as a player-coach: comfortable with hands-on work (targeting, coaching, pipeline reviews) without a management layer beneath you.
• Experience evaluating or deploying AI-assisted sales engagement technology (account research, sequencing, signal-based targeting); experience leading technical builders is a strong plus.
• Contributing to a build-vs-buy technology decision and working cross-functionally with GTM engineering, Sales and Marketing.
• Based in the UK (preferred) or Zurich, with the ability to work across European and US time zones and willingness to travel regularly to team locations and HQ.

Why join Flowable

• Founder mandate: you shape a new unit from its founding team, with direct executive sponsorship, reporting straight to the President of Field Operations, not inheriting someone else\'s org chart.
• World-leading product: you\'ll lead revenue development for Flowable, the trusted choice in agentic process automation and case management, recognized by Gartner and Forrester as a leader in digital transformation.
• Real impact: your decisions on the outbound engine and the orchestrator model directly shape how Flowable generates pipeline for years to come.
• Autonomy and scope: a player-coach mandate with direct ownership of people, systems and one number, backed by a competitive package with a meaningful variable component tied to that number.