Enterprise Business Development Manager (BDM)

The Role

We're hiring an Enterprise BDM — a senior, execution-driven individual contributor to anchor our US expansion. This is not a high-volume, meeting-booking seat. You are the tip of the spear in an account-based outbound motion into Fortune 500 organizations with large field-sales teams — primarily in CPG, MedDevice, and Industrial.

You will own outbound into named accounts, navigate complex buying committees (Sales Leadership, RevOps, and Salesforce/IT owners), and run early-stage discovery yourself before handing the close to Sales. As an early hire you won't just follow a playbook — you'll help write it: refining our ICP, testing messaging hooks, and building the foundation of our GTM engine.

Outbound is the primary pipeline engine.

Why This Role Matters

aiola is entering a critical phase of US expansion. As our first dedicated Enterprise Business Development hire, you will play a foundational role in building our enterprise pipeline engine, shaping our go-to-market motion, and helping define how Fortune 500 organizations adopt conversational AI in the field.

What You'll Do

• Own strategic outbound. Run multi-threaded outbound campaigns into named Fortune 500 accounts in CPG, MedDevice, and Industrial — engaging senior stakeholders (VP Field Sales, VP RevOps, Sales Effectiveness/Enablement leaders, and Salesforce/IT owners).
• Run discovery, not just booking. Own the quality of early-stage conversations end to end — qualify deep, map the buying committee, and hand the sales team a meeting with a clear use case, stakeholder map, and technical context.
• Catch inbound as it comes. Qualify and prioritize high-value leads from Marketing and ABM events, converting them into deep-discovery meetings. (Secondary to outbound today; growing over time.)
• Keep the funnel honest. Maintain impeccable CRM hygiene in HubSpot, track funnel health, and keep Marketing and Sales tightly aligned.

Requirements:

• 5+ years in enterprise B2B business development or sales, with a proven track record of cold outbound into US-based Fortune 500 / Enterprise accounts. Your concrete wins include outbound-originated pipeline, not only inbound conversion.
• Business acumen. You can hold a credible, peer-level business conversation with a VP of Field Sales, Regional Sales Leaders, or RevOps — you understand how their organization runs and what keeps them up at night, and you lead with that, not a feature pitch.
• Prospecting craft. You know how to break into named accounts and multi-thread a buying committee. You're tool-agnostic and comfortable executing on a lean stack — we run HubSpot and Apollo on day one, not a heavy enterprise tooling suite.
• Complex-cycle expertise. Deep understanding of long, multi-stakeholder enterprise sales cycles.
• Executive presence. You engage C-suite and VP-level stakeholders with credibility, curiosity, and high business acumen.
• Entrepreneurial grit. You thrive in a fast-moving startup, take ownership, and solve for ambiguity — and you're expected to produce qualified pipeline inside your first 90 days, not after a quarter of stack-building.

Responsibilities:

Success Metrics (KPIs)

• Account coverage — build active, qualified pipeline across 100-150 named enterprise accounts.
• Qualified pipeline — Meet USD quota (to be disclosed) of generated qualified pipeline within ICP accounts.
• Multi-threaded engagement — create multi-threaded engagement within top ICP accounts, never single-threaded on one contact.
• Conversion efficiency — move named contacts to qualified, sales-ready meetings at a healthy rate.
• Meeting quality — depth and readiness of prospects, measured through a tight feedback loop with the sales team.
• Repeatable playbooks — establish repeatable outbound playbooks the GTM motion can scale on.
• Trusted advisor — become a trusted advisor to Sales Leadership and RevOps stakeholders.

Big Pluses:

Big Pluses

• A network in our core verticals — CPG, MedDevice, or Industrial. Relationships with field-sales, sales-ops, or enablement buyers in any of these is a significant advantage.
• Background selling into (or out of) field sales, sales enablement, or RevOps for these industries.
• Direct experience selling AI, automation, or workflow-heavy SaaS.
• Familiarity with the Salesforce ecosystem (our buyers run on it) and the AppExchange / ISV motion.
• Prior experience as an early-stage GTM hire.