About You
You have carried a pipeline number yourself, and now you want to build the team that carries it. You write the playbook, set the qualification bar, and build the tooling that makes the standard easy to follow. You treat AI as leverage rather than headcount, and you expect every rep to run an AI-accelerated motion every day. You are comfortable in the room with account executives and sales leaders, and you hold both sides to the same handoff standard.
What skills do I need?
5+ years of experience in sales or business development, including 2+ years leading a business development or sales development team
Track record hiring, onboarding, and ramping a pipeline generation team against opportunity and pipeline targets
Experience building AI into a team's daily motion for prospecting, research, qualification, and reporting, with adoption you can point to
Proven coach who standardizes how a team works through playbooks, qualification criteria, call reviews, and scorecards
Fluency with customer relationship management, sales engagement, conversation intelligence, and buying signal tools
Bachelor's degree or equivalent working experience
Nice to Have
Experience running one operating model across different markets or pod structures, including account based (ABx/ABM) motions
Familiarity with manufacturing or industrial software (MES, ERP) or other complex enterprise sales
Key Responsibilities
Hire, onboard, and ramp a distributed team across the US and Europe, build the headcount and capacity plan with Sales and Finance, and run the progression framework that feeds talent into Sales
Own the playbooks, qualification standards, and coaching cadence for inbound and outbound, set centrally so every rep runs the same measurable process
Set and forecast pipeline and qualified opportunity targets per rep, design quota and compensation with Commercial leadership, publish conversion benchmarks, and act on the gaps
Build AI agents and buying signals into daily prospecting, research, qualification, and reporting, and hold the team accountable for using them
Tune targets, channel mix, and account coverage to each team's territory reality, holding the same qualification bar everywhere
Run the handoff standard and service level agreements end to end, hold account executives to timely disposition, and plan accounts with frontline sales managers
Key Collaborators
Sales Leaders and Account Executives
Revenue Marketing
Product Marketing
Go-To-Market Operations
Working at Tulip
We know even great candidates experience imposter syndrome. Even if you don't match every requirement, applying gives you the opportunity to be considered.
We're building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include:
Direct impact on product and culture
Company equity
Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K)
Flexible work schedule and unlimited vacation policy
Learning & Development program
Virtual and in-office global company events and happy hours
Fitness subsidies
An inclusive, dog-friendly office with diverse and inspiring colleagues
We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations.
The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted, actual compensation will be determined depending on multiple factors including job-related knowledge & skills, experience, business needs, geographical location, market compensation data, and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $100,000 - $125,000 per year, and is eligible for on-target-earnings (OTE).
It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability.
Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws, ensuring all personal candidate information is handled securely and ethically.
