Job Description

Head of Business Development (m/f/x)

Department: Sales

Employment Type: Permanent - Full Time

Location: Madrid

Build and lead Business Development at osapiens — the team that generates every new-logo opportunity for AEs across SME, mid-market, and enterprise. Design and operate the world’s best AI-powered BD function: inbound fully AI-driven, outbound signal-based and account-orchestrated, every BD best practice challenged, rebuilt, and measured against data.

Key Responsibilities

▪ Lead and scale the team. Hire, coach, and retain a high-performing BD team across regions and segments. Set the culture — high energy, low ego, data-driven, deeply technical.
▪ Inbound, 100% AI. Own the end-to-end AI funnel: ICP scoring, clean disqualification, intelligent routing to AEs with first-call context. BDRs train and oversee the agents and close the feedback loop; they don’t work the queue manually.
▪ Outbound, signal-based and orchestrated. Replace lists with live signals — intent, social, tech stack, funding, regulatory, leadership moves. Tier the TAM so effort matches value: strategic accounts human-led, the long tail AI-led. Run personalised, multi-channel plays in tight ABM alignment with Marketing so touches compound.
▪ Pipeline and performance. Own the number. Qualified meetings, pipeline generated, lead-to-meeting conversion, time-to-first-touch, reply rates — reported weekly, improved continuously through a live learning loop on messaging, sequences, and signals.
▪ The BD tech stack. HubSpot, sequencer, conversation intelligence, social, ABM, and AI agents on top (research, messaging, signal monitors, AI BDRs). Every touch logged, every decision instrumented.
▪ AE partnership and handoff. Co-design the handoff so every booked meeting lands with signal, persona, and account context. Decide and implement whether BDs also run a first-screen qualification before the AE.
▪ The AI revolution in BD. Be the voice that challenges every BD orthodoxy. Run the experiments, publish what works, and build the BD function other SaaS leaders come to study.

What you'll bring

▪ 5–8 years in BD/SDR leadership at a fast-growing B2B SaaS. You’ve built, scaled, and led high-output pipeline engines.
▪ Operator-level fluency with the modern BD stack: HubSpot, sequencing, Clay, Apollo, ZoomInfo, LinkedIn tooling, Gong, ABM, dialers.
▪ Sharp point of view on inbound and outbound motion — ICP, signals, tiering, ABM alignment, handoff design.
▪ AI-native. You’re already running AI agents in BD, know the market (AI BDRs, research, messaging, signal agents), and have informed opinions on what works.
▪ Proven people leader — you hire talent that beats the market and retain it.
▪ Data-first, experiment-driven, allergic to “best practice” for its own sake. English fluent; German or Spanish a plus.

What Success Looks Like (First 12 Months)

▪ Inbound is 100% AI-driven, with BDR oversight structured and the feedback loop closed.
▪ Outbound runs on the signal model, not lists — TAM tiered, ICP live, plays orchestrated at the account level.
▪ The standing BD metrics are reported weekly and trending up — qualified meetings, pipeline $, conversion, time-to-first-touch, reply rates.
▪ A visible log of experiments run, with results shared openly — what was tried, what worked, what we killed.