Head of AI-Driven Business Development & Pipeline

Genesys; Indianapolis (IN); On-site; USD 120,000 - 180,000; Full time

Job summary

Genesys is hiring a regional Business Development leader to drive pipeline growth and revenue in the Commercial market. You will own the end-to-end strategy, elevate prospecting through data-driven and AI-enabled tools, and partner with Sales and Marketing to shape go-to-market direction.

You will mentor BDRs, design enablement programs, and build scalable processes, creating a high-performance, growth-focused team with direct career progression into senior sales roles.

Qualifications

• 7+ years of experience in SaaS or cloud-based environments within Business Development, Sales Development, or Inside Sales functions.
• 3+ years of experience leading BDR or SDR teams, with direct people management responsibility.
• Proven track record of generating pipeline and contributing to revenue growth through team leadership.

Responsibilities

• Lead, coach, and develop a team of Business Development Representatives across the Commercial market segment, driving performance, engagement, and career progression through regular 1:1 coaching, prospecting strategy reviews, and personalized development plans tied to each BDR's career goals
• Own end-to-end pipeline generation strategy aligned to regional revenue targets and market expansion goals
• Build and scale a talent development engine for BDRs: individualized coaching plans, structured skill-building curricula, and clear promotion pathways into Account Executive, Sales Engineering, and Marketing roles
• Create and run a formal enablement program (onboarding, ongoing skills training, certification milestones) that shortens ramp time for new hires and raises the performance floor across the team
• Drive improvements in conversion rates and pipeline quality across the full funnel, increasing efficiency and revenue impact
• Partner with Sales and Marketing leadership to design and execute account-based and regional go-to-market strategies
• Oversee pipeline creation metrics, forecasting accuracy, and performance tracking to ensure predictable growth and give leadership a reliable read on regional business health
• Analyze pipeline data, campaign performance, and engagement trends to optimize prospecting effectiveness and inform strategic decisions
• Build and scale repeatable processes, playbooks, and enablement programs to support a distributed and growing team, creating institutional knowledge that outlasts any single rep or manager
• Collaborate with global stakeholders to implement best practices and introduce innovative prospecting approaches leveraging modern sales technologies
• Foster a culture of accountability, professionalism, and high performance aligned with company values that makes the team a destination for top talent and a visible feeder for internal promotion
• Champion the use of CRM platforms, sales engagement tools, and data-driven insights to enhance productivity and visibility, and act as an internal advocate for adopting AI-enabled prospecting tools ahead of the market

Job description

Genesys is hiring a regional Business Development leader to drive pipeline growth and revenue in the Commercial market. You will own the end-to-end strategy, elevate prospecting through data-driven and AI-enabled tools, and partner with Sales and Marketing to shape go-to-market direction.

You will mentor BDRs, design enablement programs, and build scalable processes, creating a high-performance, growth-focused team with direct career progression into senior sales roles.