Business Development Representative Team Leader

As the BDR Team Leader for FIME, your mission is to build and develop a high-performing outbound Business Development team responsible for generating qualified pipeline across SMB, Mid-Market, and Enterprise segments, with a focus on the French, Italian, and Middle Eastern markets.

You will combine strong people leadership, rigorous sales coaching, and operational discipline to improve both the quantity and quality of pipeline generated by the team. You will work closely with Account Executives, Marketing, Partnerships, Revenue Operations, and Sales Leadership to continuously improve our go-to-market execution.
As Aircall continues to evolve from a single-product sales motion toward a broader multi-product offering, you will play an important role in helping the team adapt. This includes developing the team's ability to identify broader customer needs, navigate more complex buying environments, position multiple solutions effectively, and create pipeline across an expanding product portfolio.

Key Responsibilities:

• People Leadership & Performance: Lead, coach, and develop a high-performing outbound BDR team, creating a culture of accountability, continuous improvement, collaboration, and strong execution.
• Coaching & Development: Run structured 1:1s, call coaching, deal and account reviews, pitch reviews, and written outreach audits. Coach across prospecting strategy, ICP and persona identification, messaging, discovery, objection handling, multi-threading, account planning, qualification, and next-step discipline.
• Pipeline & Quota Ownership: Own the team's performance against monthly and quarterly pipeline-generation objectives, with clear visibility into activity, conversion rates, pipeline quality, and productivity.
• Multi-Product Sales Transformation: Help the team successfully transition toward a multi-product go-to-market motion. Coach BDRs to uncover multiple customer pain points, identify cross-product opportunities, tailor messaging across different use cases and personas, and engage broader buying committees.
• Sales Execution & Process Improvement: Identify opportunities to improve prospecting strategy, sequencing, territory execution, account prioritisation, qualification standards, and BDR-to-AE conversion.
• Operational Excellence: Own pipeline-generation forecasting, performance dashboards, CRM discipline, and data quality. Use performance data to identify trends, diagnose gaps, and drive targeted improvements.
• BDR-to-AE Alignment: Build strong operating rhythms with Account Executives and Sales Leadership, ensuring consistent qualification standards, effective account collaboration, clean handoffs, and structured feedback on opportunity quality.
• Cross-Functional Collaboration: Partner with Marketing, Partnerships, Product, Revenue Operations, and Sales to translate market feedback into improvements in messaging, campaigns, enablement, product positioning, and go-to-market strategy.
• AI & Sales Technology: Drive the effective adoption of AI-assisted prospecting and sales technologies to improve research, personalisation, prioritisation, productivity, and overall outbound effectiveness.
• Performance Insights: Analyse activity, conversion, pipeline velocity, and productivity metrics, turning performance data into actionable recommendations for both the team and sales leadership.
• Subject Matter Leadership: Act as a trusted point of expertise on outbound methodology, market dynamics, sales tooling, Aircall's product portfolio, integrations, and evolving go-to-market strategy.

Qualifications:

• 5+ years of experience in B2B SaaS sales, business development, or sales development, with significant experience in outbound pipeline generation.
• 2+ years of people-management experience, with direct responsibility for coaching, performance management, and developing BDRs/SDRs.
• Demonstrated success leading teams against pipeline or revenue-related targets in a fast-paced SaaS environment.
• Strong understanding of modern outbound sales methodology, including cold calling, multi-channel prospecting, account-based approaches, multi-threading, qualification, and opportunity creation.
• Experience operating in — or helping a sales organisation transition toward — a multi-product or increasingly complex sales environment, with the ability to coach teams beyond a single-product or single-use-case pitch.
• Strong analytical and operational capabilities, with experience using performance data, funnel metrics, forecasting, and conversion analysis to improve team execution.
• Comfortable leading through change and ambiguity, with the ability to translate evolving company strategy into clear priorities, behaviors, messaging, and execution for the team.
• Strong working knowledge of CRM and sales-engagement technologies such as Salesforce, Outreach or Salesloft, LinkedIn Sales Navigator, and AI-assisted prospecting tools.
• Proven ability to partner effectively with Account Executives, Marketing, Revenue Operations, Partnerships, and Sales Leadership.
• A structured and demanding coach who combines high performance standards with empathy, trust, and a genuine commitment to developing people.
• Native or fluent French and professional proficiency in English.