Exterro is seeking an experienced, highly motivated, hands-on International Business Development Representative (BDR) Team Lead to join our growing SaaS company. This is a true player-coach role where you will drive outbound pipeline generation while leading and developing a team of India-based BDRs.
You will carry an individual quota, actively prospect into target accounts, and lead from the front in building a high-performing outbound engine. You’ll play a critical role in generating qualified opportunities across EMEA, while ensuring consistent execution and alignment across EMEA and APAC regions. This position will report directly into the Senior Director, Business Development.
Key Responsibilities:
Lead Generation and Prospecting:
Own and exceed a personal quota for outbound-sourced opportunities and pipeline
Execute multi-channel outbound prospecting (email, phone, LinkedIn, etc.)
Identify and engage key decision-makers across target accounts using tools such as LinkedIn, Salesforce, ZoomInfo etc.
Develop tailored messaging and sequences aligned to ICP, personas and regional nuances.
Build and maintain a strong pipeline of qualified opportunities
Qualify prospects using structured methodologies (BANT) and act as a trusted advisor to prospects, ensuring a positive and professional experience providing product information and success stories.
Partner closely with Account Executives to convert meetings into pipeline
Meet weekly KPIs: cold calls, emails, LinkedIn messages, etc.
Team Leadership:
Lead, mentor, and develop a team of India-based BDRs
Conduct regular 1:1s, call reviews, and coaching sessions
Improve team performance through structured feedback, training, and enablement
Drive accountability through data, dashboards, and consistent inspection
Support hiring, onboarding, and ramping of new BDRs
Sales & Marketing Collaboration:
Partner with Sales to ensure seamless handoff and high-quality pipeline creation
Collaborate with Marketing on outbound campaigns, messaging, and targeting
Provide feedback on campaign performance and lead quality
Identify new market opportunities and refine ICP definitions
Use data to continuously improve conversion rates and outbound effectiveness
Data Management and Reporting:
Maintain accurate and up-to-date lead records, activity and reporting in the CRM system (Salesforce)
Track and report on key performance metrics, such as outreach volume, conversion rates, and pipeline growth.
Analyze performance trends and optimize outreach strategies accordingly
Requirements:
3+ years in BDR/SDR or outbound sales roles
1+ year of leadership or mentoring experience (formal or informal)
Proven track record of exceeding outbound pipeline or opportunity quotas
Proficient with modern sales tech stack: Salesforce, Gong, ZoomInfo, Sales Navigator, AI Tools, etc.
Bachelor’s degree in Business, Marketing or a related field preferred
Experience in SaaS and outbound sales methodologies strongly preferred
Fluent in English; additional European languages (e.g., German) are a plus
Skills:
Strong coaching and leadership capabilities with a player-coach mindset
Excellent verbal and written communication skills
Strong prospecting, objection handling, and relationship-building skills
Open to new ideas, highly motivated with a positive attitude, and driven by results.
Resilient and comfortable operating in a fast-paced, metrics-driven environment
Excellent time management and organizational skills, with the ability to handle stress.
Highly process-oriented, with a focus on consistency and improvement
Ability to work effectively across time zones and cultures
Why Exterro?
Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.
All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.