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Business Development Manager | US Remote

Trust Lab

Trust Lab

Sales & Business Development
Posted on Wednesday, August 30, 2023
About Trust Lab
Online misinformation, hate speech, child endangerment, and extreme violence are some of the world's most critical and complex problems. Trust Lab is a fast-growing, VC-backed startup, founded by ex-Google, TikTok and Reddit executives determined to use software engineering, ML, and data science to tackle these challenges and make the internet healthier and safer for everyone.
If you are interested in solving problems to mitigate these issues, you’ve come to the right place! We are a small, global, mostly remote team and you can be based anywhere in the US, or join our team in-person in Palo Alto, CA.
The Role
Trust Lab’s Business Development Manager (Head of) will help formulate and execute strategies to efficiently generate new sales opportunities resulting in revenue growth across our key ICPs. You will be a trusted advisor and business partner to Sales, Marketing, Account Management, Operations, and Product Leadership. This is a unique opportunity to be at the forefront of a rapidly growing industry and play a crucial role in our success. Reporting to our Vice President of Revenue, you will be integral in helping Trust Lab build and optimize its Sales and Marketing machine.
Your direct and primary responsibilities will be to design, build, and manage a team of Business Development Reps which initiate new prospective customer relationships and qualify inbound demand in order to help the Revenue team achieve predictable, rapid, and scalable growth. This will include developing processes, playbooks, systems, tools, enablement, and best practices to build a high-performing team. You and your team will be experts in finding the right champions inside the right target accounts and through deep discovery & smart articulation of Trust Lab’s value props you will quickly move opportunities forward to Sales or recycle them.
You’ll bring a data-driven strategy and expertise to make our teams as productive as possible and expand our business.


  • Team Leadership and Development: Recruit, onboard, and train a team of skilled Business Development Representatives. Provide ongoing coaching and mentoring to enhance their skills and maximize their potential. Foster a positive and collaborative work environment that encourages growth and achievement.
  • Strategy and Planning: Collaborate with the Sales and Marketing leadership to develop and execute comprehensive demand generation strategies that align with the overall company goals. Set ambitious targets for lead generation and conversion, and devise actionable plans to achieve them.
  • Process Optimization: Continuously assess and refine the BDR processes and playbooks, ensuring they are efficient, scalable, and yield the desired outcomes. Implement best practices, tools, and technologies to enhance productivity and effectiveness.
  • Performance Management: Monitor and analyze key performance indicators (KPIs) for the BDR team, such as lead conversion rates, opportunity creation, and pipeline generation. Provide regular performance reports and insights to the leadership team.Collaboration: Foster strong collaboration between the BDR team and the Sales and Marketing departments. Ensure seamless lead handoff, effective communication, and alignment on lead qualification criteria.
  • Market Research: Stay abreast of industry trends, competitors, and market conditions to identify new opportunities for business growth. Utilize market insights to guide the BDR team's approach and messaging.
  • Training and Enablement: Organize training sessions and workshops to equip BDRs with the knowledge and skills needed to excel in their roles. Focus on product knowledge, competitive positioning, objection handling, and effective communication.
  • Data Analysis: Utilize data-driven insights to make informed decisions and optimize the BDR team's efforts. Implement tools and methodologies to track and measure the team's success.
  • Lead Nurturing: Collaborate with the Marketing team to develop lead nurturing campaigns that keep prospects engaged and move them through the sales funnel effectively.
  • KPI's: Qualified meetings (SALs), Pipeline ARR, Efficiency (touches per opportunity), Team performance to goal, Conversion of SALs to Closed Won


  • Proven experience in managing a successful BDR team in a SaaS or technology-driven environment.
  • Excellent leadership, coaching, and interpersonal skills with a track record of developing high-performing teams.
  • Strong understanding of SaaS sales cycles, lead generation, and customer acquisition processes.
  • Data-driven mindset with the ability to analyze performance metrics and make data-backed decisions.
  • Outstanding communication and presentation skills, both written and verbal.
  • Ability to thrive in a fast-paced, results-oriented environment.
  • Familiarity with CRM and sales enablement tools (e.g., Salesforce, HubSpot, Outreach).Demonstrated strategic thinking and problem-solving abilities.
  • Strong leadership and program management skills to lead organizational change to effectively prioritize projects and meet strategic and tactical goalsInitiating and maintaining trusted relationships with multiple stakeholders, both internally and externally.
  • Ownership: Ability to execute on multiple projects at once, and generate measurable resultsA strong bias toward action: Willing to roll up our sleeves to show how things are done and demonstrates results.

Opportunities + Perks

  • Competitive total compensation package with stock options at a rapidly growing Series A, VC-backed startup.
  • Remote-first, with the ability to work anywhere or co-locate with our Palo Alto team.
  • Work from home office support to create the perfect at-home setup.
  • Comprehensive health insurance packages.
  • Individual wellness stipend.
  • Professional development opportunities
  • Influence new product direction from idea to commercialization.
  • Help develop critical tech to solve one of the 21st century’s trickiest societal problems.
We are an equal-opportunity employer that celebrates diversity and believes that people of varied backgrounds working together lead to the best outcomes across all levels of a company. This is your chance to help build world-class technology in a space that greatly matters to society, working with a team that is invested in your professional growth! Our team members come from all different parts of the world, perspectives, ages, and experiences.