Business Development Representative Team Leader

Business Development Representative Team Leader

Paris Office

Aircall is a unicorn, AI-powered customer communications platform used by 22,000+ companies worldwide to drive revenue, resolve issues faster, and scale customer-facing teams. We’re redefining customer communications by bringing voice, SMS, WhatsApp, and AI together into one seamless workspace.

Our momentum comes from a simple idea: help teams work smarter, not harder. Aircall’s AI Voice Agent automates routine calls, AI Assist streamlines post-call work, and AI Assist Pro delivers real-time guidance so people can do their best work. The result is higher revenue, faster resolutions, and teams that scale with confidence.

Aircall is headquartered in Paris, our European HQ, with a strong North American presence anchored in Seattle, our North American HQ, and teams across Madrid, London, Berlin, San Francisco, New York City, Sydney, and Mexico City. We’ve built a product customers love and a business that’s scaling quickly, backed by world-class investors and driven by rapid AI innovation across multiple product lines.

At Aircall, you’ll join a company in motion. We’re ambitious, product-driven, and execution-focused, with visible impact, fast decisions, and real growth.

How we work at Aircall:We’re customer-obsessed, data-driven, and focused on delivering meaningful outcomes. We value ownership, continuous learning, and thoughtful speed. If you thrive in a collaborative, fast-moving environment where trust and impact matter, you’ll feel at home here.

As the BDR Team Leader for FIME, your mission is to build and develop a high-performing outbound Business Development team responsible for generating qualified pipeline across SMB, Mid-Market, and Enterprise segments, with a focus on the French, Italian, and Middle Eastern markets.

You will combine strong people leadership, rigorous sales coaching, and operational discipline to improve both the quantity and quality of pipeline generated by the team. You will work closely with Account Executives, Marketing, Partnerships, Revenue Operations, and Sales Leadership to continuously improve our go-to-market execution. As Aircall continues to evolve from a single-product sales motion toward a broader multi-product offering, you will play an important role in helping the team adapt. This includes developing the team's ability to identify broader customer needs, navigate more complex buying environments, position multiple solutions effectively, and create pipeline across an expanding product portfolio.

Key Responsibilities:

• People Leadership & Performance: Lead, coach, and develop a high-performing outbound BDR team, creating a culture of accountability, continuous improvement, collaboration, and strong execution.
• Coaching & Development: Run structured 1:1s, call coaching, deal and account reviews, pitch reviews, and written outreach audits. Coach across prospecting strategy, ICP and persona identification, messaging, discovery, objection handling, multi-threading, account planning, qualification, and next-step discipline.
• Pipeline & Quota Ownership: Own the team's performance against monthly and quarterly pipeline-generation objectives, with clear visibility into activity, conversion rates, pipeline quality, and productivity.
• Multi-Product Sales Transformation: Help the team successfully transition toward a multi-product go-to-market motion. Coach BDRs to uncover multiple customer pain points, identify cross-product opportunities, tailor messaging across different use cases and personas, and engage broader buying committees.
• Sales Execution & Process Improvement: Identify opportunities to improve prospecting strategy, sequencing, territory execution, account prioritisation, qualification standards, and BDR-to-AE conversion.
• Operational Excellence: Own pipeline-generation forecasting, performance dashboards, CRM discipline, and data quality. Use performance data to identify trends, diagnose gaps, and drive targeted improvements.
• BDR-to-AE Alignment: Build strong operating rhythms with Account Executives and Sales Leadership, ensuring consistent qualification standards, effective account collaboration, clean handoffs, and structured feedback on opportunity quality.
• Cross-Functional Collaboration: Partner with Marketing, Partnerships, Product, Revenue Operations, and Sales to translate market feedback into improvements in messaging, campaigns, enablement, product positioning, and go-to-market strategy.
• AI & Sales Technology: Drive the effective adoption of AI-assisted prospecting and sales technologies to improve research, personalisation, prioritisation, productivity, and overall outbound effectiveness.