Description
ScaleOps is redefining autonomous cloud and AI infrastructure. We're on a mission to free software engineers from manual resource management so they can focus on innovation, not infrastructure. As the category leader in Autonomous Cloud and AI Infrastructure Resource Management, we're trusted by leading enterprises including Adobe, Wiz, DocuSign, Coupa, and Fortune 100 companies to autonomously manage their most critical production environments. The result: maximized performance and cloud costs cut by up to 80%.
Backed by Insight Partners, Lightspeed Venture Partners, and other leading VCs with over $210M in funding, ScaleOps is the leading player in a massive and growing market. We are building the autonomous infrastructure management platform that will power the next decade of enterprise compute.
We are looking for Head of Business Development to build and lead our outbound pipeline engine from the ground up. This is not an optimization role - it's a build role. You'll inherit a team of 4–6 SDRs and a manager, and your mandate is to turn a nascent outbound motion into a structured, AI-powered, high-output pipeline machine.
You'll spend roughly half your time leading and developing your team, and the other half doing the work yourself — designing systems, driving cross-functional alignment, running field events, and personally pushing the outbound motion forward alongside the AEs.
Core Responsibilities
- Own pipeline generation and outbound strategy end-to-end – set the vision, playbooks, messaging, and execution standards; lead and scale the SDR team into a high-performing, accountable pipeline engine
- Build and operationalize a data-driven targeting motion – partner with RevOps and Marketing to define ICP, leverage intent signals, and ensure every outreach is driven by clear account intelligence
- Lead AI-powered outbound innovation – implement and scale modern tools and workflows (AI, automation, enrichment) to increase personalization, efficiency, and conversion across the funnel
- Drive tight alignment with Sales – work closely with AEs on territory strategy, pipeline targets, and account prioritization; create strong feedback loops to continuously improve performance
- Own field events and market-facing pipeline generation – lead executive events, roundtables, and conference activations with a clear focus on driving measurable pipeline and building relationships
- Partner cross-functionally with Marketing & RevOps – ensure clean funnel ownership, strong attribution, clear SLAs, and continuous optimization of outbound performance
Requirements
- 7+ years in sales development, outbound sales, or demand generation — with at least 3 years managing a team
- Proven track record building or scaling an outbound motion at a B2B SaaS company, not just inheriting a mature one
- Hands-on experience in the DevOps, cloud infrastructure, or Kubernetes ecosystem — you need to understand the buyer and the problem space
- Fluency with modern outbound tooling: Outreach or Salesloft, Clay or equivalent, intent data platforms, LinkedIn Sales Navigator
- Experience standing up or significantly improving cross-functional processes between Sales, Marketing, and RevOps
What Will Set You Apart
- You've built AI-native outbound workflows — using LLMs or Clay to personalize and automate at scale
- You think in systems: you can design a signal-to-sequence workflow from scratch and train an SDR to run it
- You've run field events that actually generated pipeline, not just brand awareness
- You coach people up — you make your team better, and you have receipts to prove it
- Strong outbound pedigree matters more than a specific industry background — SaaS startup or enterprise software, we're open
