Strategic Business Development Team Lead

Who is Litmus

Litmus is building the data foundation that powers industrial AI.

AI doesn’t work without real-world, contextualized data - Litmus makes that data usable. As AI adoption accelerates, most industrial environments still can’t access or use their operational data. We solve that gap.

We’re a growth-stage software company helping manufacturers access, structure, and use real-time data from machines, systems, and sensors at the edge. Our platform sits at the intersection of edge computing, AI, and industrial operations, enabling some of the world’s largest companies to run operations in real time, reduce downtime, and optimize production.

Backed by leading investors and trusted by global manufacturers and partners like Google, Microsoft, Dell, Oracle, and Mitsubishi, Litmus is powering the shift toward software-defined manufacturing.

Why join Litmus

Build the infrastructure that makes industrial AI possible

AI is moving beyond the cloud and into the physical world. At Litmus, you’ll build the infrastructure that enables real-time data to power AI and machine learning systems in production environments.

Work on problems where software meets the real world

Most AI systems fail without access to real-world data. You’ll build the layer that makes them viable in production. We solve challenges at the intersection of distributed systems, real-time data, and industrial constraints — where reliability, scale, and performance are non-negotiable.

Have real impact, fast

You’ll work on systems used by real customers in production, with direct impact on product and company trajectory. As a scaling company, we move quickly. You’ll have ownership, visibility, and the ability to shape both product and company as we scale.

Join a high-performance team

We’re building a team that holds a high bar and pushes each other to improve. You’ll work alongside experienced operators, engineers, and leaders who have done this before and are building again at scale. We hire people who take ownership, move quickly, and care about outcomes. No passengers.

Our culture

At Litmus, the team is collaborative, curious, and low ego. People are scrappy, take ownership, and look for ways to make an impact. We value empathy just as much as execution, whether that’s in how we build, how we communicate, or how we support each other.

We’re a growing company, so things move quickly and not everything is perfectly defined. If you enjoy figuring things out, working closely with others, and making steady progress, you’ll do well here.

The Role

As the Strategic BDR Team Lead (NA) – Player/Coach, you will lead and develop a high-performing team of Business Development Representatives while actively contributing as an individual producer. This hybrid leadership role is ideal for someone who thrives on coaching talent, building scalable outbound strategies, and personally engaging with key manufacturing accounts.

You will play a critical role in shaping pipeline generation across North America, partnering closely with sales and marketing leadership to drive revenue growth in the manufacturing sector.

Key Responsibilities

Team Leadership & Coaching

* Recruit, onboard, and develop a team of BDRs with assistance from the People Operations team focused on North American markets

* Provide hands-on coaching through call reviews, deal strategy sessions, and 1:1 mentorship

* Set clear performance metrics (KPIs, pipeline targets) and drive accountability

* Foster a high-performance, collaborative, and feedback-driven culture

Player Contribution (Individual Quota)

* Personally prospect and engage strategic manufacturing accounts across North America

* Execute high-impact outreach to senior stakeholders (plant managers, operations leaders, executives)

* Qualify complex opportunities and convert them into high-quality pipeline for Account Executives

Outbound Strategy & Execution

* Design and optimize multi-channel outbound campaigns (email, phone, LinkedIn)

* Refine messaging tailored to manufacturing personas and Industry 4.0 initiatives

* Leverage data to continuously improve conversion rates and outreach effectiveness

Cross-Functional Collaboration

* Partner with Marketing to align outbound efforts with campaigns and content strategy

* Work closely with Sales leadership to ensure pipeline quality and conversion

* Provide feedback loops on market trends, messaging, and competitive insights

CRM & Pipeline Management

* Ensure accurate tracking of team activity, pipeline, and performance in Salesforce

* Analyze metrics to identify trends, gaps, and opportunities for improvement

* Maintain forecasting visibility for pipeline generation across NA

Industry & Market Expertise

* Stay current on manufacturing trends such as smart factories, IoT, and digital transformation

* Position Litmus.io as a trusted partner in operational excellence and data-driven manufacturing

Experience

What We’re Looking For

* 5+ years in BDR, SDR, or business development roles, with at least 1–2 years in a leadership or mentoring capacity

* Proven track record of exceeding pipeline generation targets

* Experience in manufacturing, industrial technology, IoT, or related sectors strongly preferred

Leadership & Coaching

* Demonstrated ability to hire, develop, and scale high-performing outbound teams

* Strong coaching mindset with a passion for developing early-career sales talent

Communication & Executive Presence

* Exceptional written and verbal communication skills

* Comfortable engaging senior stakeholders and decision-makers

Strategic & Data-Driven Thinking

* Ability to translate market insights into effective outbound strategies

* Strong analytical skills with experience using data to drive performance improvements

Technical Skills

* Proficiency in CRM systems (e.g., Salesforce) and sales engagement tools (e.g., Salesloft, HubSpot, ZoomInfo)

* Familiarity with modern sales methodologies (Challenger, SPIN, Sandler)

Core Traits

* Player-coach mentality: leads by example and drives results personally

* Resilient, proactive, and adaptable in a fast-paced, high-growth environment

Preferred Qualifications

* Experience leading North American outbound teams

* Background in edge computing, IoT, or industrial automation solutions

* Experience scaling outbound motion in a startup or high-growth SaaS company

What we offer

* Competitive Compensation: Base salary + individual performance-based incentives

* Leadership Opportunity: Shape and build the NA BDR function

* Career Growth: Clear path into senior sales or GTM leadership roles

* Learning & Development: Access to industry training, mentorship, and leadership coaching

* Flexibility: Hybrid work options based in Toronto