Business Development Lead

Keka Inc.; San Francisco (CA); On-site; USD 90,000 - 130,000; Full time

Job summary

Skan AI is seeking a Business Development Lead to drive inbound and outbound pipeline generation and to build and lead the BDR team. You’ll own pipeline targets, hire and ramp new BDRs, and partner with Sales, Marketing, Partnerships, and Revenue Ops to optimize go-to-market motions.

The ideal candidate has 5–8 years in business development or enterprise sales and at least 2 years of hands-on leadership, with a track record building programs rather than inheriting them.

Qualifications

• 5–8 years in business development or enterprise sales.
• At least 2 years hiring and managing a BDR team.
• Experience building a program rather than inheriting one.

Responsibilities

• Own the team's sourced pipeline target: qualified meetings, opportunities, and dollar value.
• Set rep targets, manage weekly attainment, forecast pipeline with leadership.
• Prospect into strategic accounts, especially during ramping or uncovered territories.
• Own the playbook for target accounts, messaging, sequences, channel mix, cadence, and inbound standards.
• Ensure deep research behind each touch and review outreach quality over volume.
• Test messaging and sequences; retain what yields meetings and retire what doesn't.
• Define what constitutes a valuable meeting for the Strategic Account Director.

Skills

BD/enterprise sales experience

Team leadership

Pipeline management

Playbook design

Hiring and coaching

Job description

Be at the Forefront of the Agentic AI Revolution

At Skan AI, we are pioneering the context engine for human and agentic execution, bringing context from enterprise operators, systems, and processes to power how the world's largest organizations execute their most complex, mission-critical work.

We're in hyper-growth mode at exactly the right moment in history. As enterprises race to adopt agentic AI, we're uniquely positioned to deliver the clear signal they desperately need: a platform that trains and grounds AI Agents in trillions of real execution signals, enabling reliable, compliant automation of their most complex processes.

Backed by Dell Technologies Capital and other leading investors, we're the only company that can bridge the gap between AI's promise and enterprise reality, making us perfectly positioned to define the agentic era for modern enterprises.

Our diverse, collaborative team of 250+ innovators is solving category-defining challenges at the intersection of AI, process intelligence, and enterprise work. Diverse perspectives fuel breakthrough thinking, cross-functional collaboration is the norm, and our work directly transforms how Fortune 500 companies operate. We are shaping the future of work itself.

About the Role

We are looking for a Business Development Lead to run Skan's inbound and outbound pipeline generation motion and the team behind it. You own the sourced pipeline number, the playbook that produces it, and the hiring, ramp, training, and coaching of the BDRs who execute it.

This is a hands-on first-line leadership role. You will interview candidates, sit in on calls, rewrite sequences that are not working, and prospect directly into the most strategic accounts while the team ramps. You will work with Strategic Account Directors on coverage and target account lists, with Marketing on campaign design, inbound routing, and follow-up standards, with Partnerships on partner-sourced introductions, with Sales Enablement on onboarding, and with Revenue Operations on the data, reporting, and workflows the team runs on.

The ideal candidate has 5-8 years in business development or enterprise sales, including at least 2 years hiring and managing a business development team, and ideally has built a program rather than inherited one.

Key Responsibilities

• Own the team's sourced pipeline target: qualified meetings held, accepted opportunities, and dollar value of pipeline delivered to Sales each quarter.
• Set individual rep targets, manage weekly attainment, and forecast sourced pipeline with Sales leadership.
• Prospect directly into the most strategic accounts, particularly while the team is ramping or a territory is uncovered.
• Own the playbook for both motions: target account selection, persona messaging, sequence design, channel mix, cadence, and inbound qualification standards.
• Set the standard for how much research sits behind each touch, and review outreach quality rather than activity counts alone.
• Test messaging and sequences systematically, keep what produces meetings, and retire what does not.
• Define what qualifies as a meeting worth a Strategic Account Director's time, and hold the team to that definition.

Hiring & Ramp

• Build the BDR team: define the hiring plan, headcount phasing, and candidate profile with Sales leadership and People.
• Own sourcing, interviewing, and closing candidates, and run a scorecard-based interview process that predicts who succeeds at enterprise prospecting.
• Design the ramp plan: what a new BDR must know and demonstrate at 30, 60, and 90 days, and certify each hire against it.
• Partner with Sales Enablement on company-wide onboarding, and own the role-specific training that sits on top of it.
• Build the career path out of the BDR seat into closing and other customer roles, with explicit promotion criteria.