Business Development Representative (BDR) Lead

About the Role
We are looking for an experienced, commercially driven, and hands-on BDR Lead to help build and scale our centralized Business Development function.
This is a senior individual contributor role combining direct sales opportunity generation with functional leadership and process development.
You will personally drive prospecting and qualification activities, generate high-quality Sales Qualified Opportunities (SQOs), and establish effective outreach playbooks, qualification standards, and Sales handover processes.
As the team grows, you will lead by example, coach other BDRs, and help build a scalable and high-performing business development function.
You will work closely with Sales, Marketing, Presales, and Product, initially focusing on European markets with opportunities to support broader international activities.
What You'll Do
Drive Sales Opportunity Generation
Take a hands-on role in inbound lead qualification, outbound prospecting, event follow-ups, and customer reactivation to generate high-quality Sales Qualified Opportunities (SQOs).
Own individual SQO targets and contribute directly to the overall Business Development pipeline.
Identify and engage prospective customers, understand their business needs, and qualify opportunities for Gcore's solutions.
Develop and execute targeted prospecting approaches across different customer segments, industries, and markets.
Ensure effective opportunity handovers to Sales, maintaining high qualification standards and pipeline quality.
Build and Scale Business Development Practices
Develop and refine ideal customer profiles (ICPs), lead qualification criteria, outreach playbooks, and prospecting strategies.
Establish consistent processes for inbound lead management, outbound prospecting, event follow-ups, and customer reactivation.
Test and optimize prospecting approaches to improve engagement, conversion rates, and SQO generation.
Define practical standards for CRM usage, lead tracking, reporting, and Sales handovers.
Create scalable processes and best practices that support future team growth and consistent execution.
Provide Functional Leadership and Coaching
Act as a subject matter expert, providing guidance and practical support to other BDRs.
Lead by example through active prospecting, customer engagement, and consistent achievement of individual targets.
Support onboarding, mentoring, and coaching of BDRs, helping them develop their prospecting and qualification skills.
Share successful approaches, tools, and techniques to improve overall team effectiveness.
Coordinate selected BDR initiatives and help colleagues resolve complex prospecting and qualification challenges.
Improve Performance and Collaborate Across Teams
Monitor SQO generation, lead conversion, opportunity acceptance, and pipeline quality to identify improvement opportunities.
Analyze prospecting performance and implement practical improvements to increase productivity and effectiveness.
Partner with Sales to align qualification standards, opportunity handovers, and prospecting priorities.
Collaborate with Marketing to improve lead quality, campaign follow-ups, and customer targeting.
Work with Presales and Product to strengthen solution knowledge and improve qualification of complex customer requirements.
Share market insights, customer feedback, and recommendations to support broader commercial growth.
What We're Looking For
5+ years of experience in B2B business development, sales development, inside sales, or related commercial roles.
Proven track record of personally generating qualified sales opportunities and consistently achieving commercial targets.
Strong expertise in inbound and outbound prospecting, lead qualification, and sales pipeline development.
Experience developing or improving prospecting processes, outreach playbooks, qualification frameworks, and CRM workflows.
Ability to work independently, take ownership, and deliver results in a developing business function.
Experience mentoring, coaching, or guiding colleagues, or demonstrated potential for functional leadership.
Strong analytical and problem-solving skills, with the ability to translate performance data into practical improvements.
Excellent communication, stakeholder management, and cross-functional collaboration skills.
Hands-on experience with CRM systems such as HubSpot or Salesforce.
Fluent English; additional languages are an advantage.
Willingness to travel internationally when required.
Nice to Have
Experience in B2B technology, SaaS, cloud infrastructure, or cybersecurity.
Familiarity with CDN, DDoS protection, WAF/WAAP, cloud computing, or networking solutions.
Experience establishing or scaling BDR/SDR activities in a growing organization.
Knowledge of account-based prospecting, ICP segmentation, and sales engagement tools.
Experience supporting or mentoring small BDR/SDR teams.
Experience working across international markets.
What Success Looks Like
Your primary measure of success is the consistent generation of high-quality Sales Qualified Opportunities (SQOs), combined with building effective and scalable business development practices.
You will be successful when:
You consistently achieve individual SQO targets and contribute directly to pipeline growth.
Clear ICPs, qualification criteria, outreach playbooks, and Sales handover processes are established and continuously improved.
Qualified opportunities are consistently accepted by Sales, with improving conversion rates and pipeline quality.
Effective prospecting approaches are tested, documented, and successfully replicated by other BDRs.
New BDRs become productive through effective onboarding, coaching, and knowledge sharing.
Business Development activities are closely aligned with Sales and Marketing priorities.
The function has a strong operational foundation that supports future growth.

Skills
Business Development, Salesforce, CRM, Onboarding

Employment type
Full-time

Work arrangement
Yes