Gravitee is a 2025 Gartner® Magic Quadrant™ Leader, on a mission to govern the world’s intelligence. We deliver the industry’s most advanced platform for Any API, Any Event, and Any AI Agent, trusted by global leaders like Michelin, Roche, and Blue Yonder. Why Gravitee? The Mission: We are bridging the gap between traditional tech and the new frontier of AI Security. The Momentum: We combine the credibility of a market leader with the high-octane speed of a startup. The DNA: We hire "Hold Nothing Back" individuals - passionate professionals who want to redefine how the world interacts with technology. The Role We’re hiring a BDR Manager to lead, develop, and scale our global Business Development function. This is not a traditional SDR/BDR environment. You’ll report to the Director of GTM Engineering, work alongside GTM Engineers, and cross-functionally with Sales, Marketing, and Product to build a predictable, high-intent pipeline engine. At Gravitee: AI, automation, enrichment, and signal data do the heavy lifting GTM Engineering builds the systems, tools, and workflows Our internal AI model serves as your a personal Solutions Engineer for every BDR BDRs focus on the one thing AI can’t replace: being human and selling What our BDRs Do Our BDRs focus on 3 key areas: 1. Call High-Intent Leads Identified by Signal Tracking Your reps jump on qualified, high-intent buying signals surfaced by our GTM engine - supported by strategic cold calling where it makes sense. 2. Attend In-Person Events & Turn Conversations Into Pipeline BDRs represent Gravitee at live events (both events we sponsor and events we don’t), drive interest, gather meaningful conversations, and convert them into opportunities. 3. Convert Warm Conversations Into Sales-Ready Meetings Warm replies, engaged prospects, and AI-assisted interactions generated by our GTM machine are qualified by your team into strong meetings for Sales. Your team will not: write sequences build lists manually download or upload CSVs send copy manually or do repetitive admin Instead, they spend their time: having real conversations working warm signals attending events qualifying engaged prospects accelerating pipeline What You’ll Be Doing At Gravitee, impact isn’t abstract - it’s visible and global. In this role, you will: Increase Pipeline Quality and Predictability - Own key BDR performance metrics, including overall activity, pipeline creation, and conversion rates, ensuring the team consistently drives high-quality opportunities. This includes running RAG calls to identify trends, remove friction, and implement improvements that compound over time. You’ll work closely with GTMEs, Sales, and the wider Marketing org to maintain tight alignment on ICP, messaging, and buyer personas, ensuring the entire BDR motion remains precise, focused, and effective. Lead and Develop a High-Performance BDR Team - You will coach each rep in the environment where they learn best, adapting your style to maximize individual growth and confidence. A core part of your role is driving marginal gains across calling, event execution, and warm-lead conversion, ensuring the team steadily improves week over week. You’ll build a culture anchored in curiosity, selling excellence, accountability, and continual improvement, helping every rep develop both professionally and personally. Leverage Gravitee’s Internal GenAI “Solutions Engineer” to Upskill the Team - You’ll use Gravitee’s internal LLM-powered Solutions Engineer to deepen the technical knowledge and confidence of every BDR, giving them instant access to product expertise and scenario-based guidance. A major part of your role is preparing team members for the next step in their Gravitee careers and we want you to use AI as a learning companion to accelerate onboarding and technical readiness. Partner Closely With GTM Engineering, Marketing & Product - You will work hand-in-hand with GTM Engineering to operationalize signal-based workflows and intelligent outbound programs that accelerate BDR effectiveness. Alongside Marketing and Product, you’ll help identify Growth Marketing initiatives and ABM campaigns that complement our signal-driven selling strategy. You’ll act as a key feedback loop across the entire GTM organization, continuously refining ICP, messaging, and strategic direction based on what your team is hearing in the field. Drive Marginal Gains Across the Entire BDR Motion - You will analyze the BDR workflow end-to-end, breaking down performance into repeatable components that can be improved with intention and precision with the help of the GTM Engineers. Through targeted micro-optimizations, you’ll create compounding efficiency and performance gains for every rep. Your goal is to build systematic, scalable improvement loops that elevate the entire BDR function and fuel long-term pipeline growth. Essential Skills People Leadership & Coaching You’ve managed BDRs for 2 years and know how to turn strong reps into elite performers. You coach in the moment through call reviews, roleplays, live feedback, and tailored development plans that match how each person learns. You build a culture of accountability with empathy. High standards, high support. Sales Judgement & Qualification Discipline You have 2 years of sales experience and strong instincts for what converts. You drive consistent qualification and meeting quality. Bonus if you’ve used MEDDIC and coached teams to apply it with discipline. Technical confidence & High-Growth Experience You’ve sold to technical buyers and can coach reps to confidently engage technical personas (engineering, security, data, IT). You’ve worked in a high-growth B2B SaaS environment. You bring calm, clarity, and high standards in a fast-moving environment. GTM Tooling fluency & AI Savviness You’re confident in HubSpot and understand what clean CRM execution and reporting looks like. You’ve worked with Salesfinity or a similar parallel dialer/diary tool, driving high activity without sacrificing quality. You’re comfortable using LLMs to improve research, objection handling, coaching, and rep development. Bonus if you’ve implemented AI workflows or tools that improved BDR performance (quality, speed, conversion, output), and you can talk about the result s. Who Thrives Here Our growth is powered by people who bring passion to their craft, professionalism to their execution, and a commitment to excellence. You’ll thrive here if you: Care deeply about high-quality output and brand clarity. Are curious, adaptable, and energized by the fast-moving AI landscape. Take full ownership of your projects from concept to completion. Value a culture of openness, collaboration, and constant evolution. Bonus Points: Experience in SaaS, AI-enabled systems, or open-source communities is a plus, but a "growth mindset" and curiosity matter most. Life at Gravitee At Gravitee, we invest in humans, not just roles. You’ll get: Competitive medical coverage Pension / 401k program options Stock options - you build it, you own it 25 days holiday in-country national holidays 3 mental health days wellness allowance Your birthday off Professional development budget to fuel your growth Hybrid work culture with hubs across regions Quarterly team events annual offsite at an exciting location A meaningful, progressive, global company culture that is as fun as it is hardworking Endless growth opportunities At Gravitee, we believe diverse perspectives make better products and stronger teams. At Gravitee, no employee or applicant will be treated less favorably on the grounds of sex, marital status, race, color, nationality or ethnic or national origin, disability, gender, sexual orientation, gender identity, age, pregnancy or maternity, marital or civil partner status, or religion or belief. By clicking submit below, you consent to allow Gravitee to store and process the personal information submitted above.