Business Development Representative Team Leader

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.
• Performance Insights: Analyse activity, conversion, pipeline velocity, and productivity metrics, turning performance data into actionable recommendations for both the team and sales leadership.
• Subject Matter Leadership: Act as a trusted point of expertise on outbound methodology, market dynamics, sales tooling, Aircall's product portfolio, integrations, and evolving go-to-market strategy.

Qualifications:
• 5+ years of experience in B2B SaaS sales, business development, or sales development, with significant experience in outbound pipeline generation.
• 2+ years of people-management experience, with direct responsibility for coaching, performance management, and developing BDRs/SDRs.
• Demonstrated success leading teams against pipeline or revenue-related targets in a fast-paced SaaS environment.
• Strong understanding of modern outbound sales methodology, including cold calling, multi-channel prospecting, account-based approaches, multi-threading, qualification, and opportunity creation.
• Experience operating in — or helping a sales organisation transition toward — a multi-product or increasingly complex sales environment, with the ability to coach teams beyond a single-product or single-use-case pitch.
• Strong analytical and operational capabilities, with experience using performance data, funnel metrics, forecasting, and conversion analysis to improve team execution.
• Comfortable leading through change and ambiguity, with the ability to translate evolving company strategy into clear priorities, behaviors, messaging, and execution for the team.
• Strong working knowledge of CRM and sales-engagement technologies such as Salesforce, Outreach or Salesloft, LinkedIn Sales Navigator, and AI-assisted prospecting tools.
• Proven ability to partner effectively with Account Executives, Marketing, Revenue Operations, Partnerships, and Sales Leadership.
• A structured and demanding coach who combines high performance standards with empathy, trust, and a genuine commitment to developing people.
• Native or fluent French and professional proficiency in English. Why join us? 🚀 Key moment to join Aircall in terms of growth and opportunities 💆‍♀️ Our people matter, work-life balance is important at Aircall 📚 Fast-learning environment, entrepreneurial and strong team spirit 🌍 45+ Nationalities: cosmopolite & multi-cultural mindset 💶 Competitive salary package & benefits DE&I Statement: At Aircall, we believe diversity, equity and inclusion – irrespective of origins, identity, background and orientations – are core to our journey. We pride ourselves on promoting active inclusion within our business to foster a strong sense of belonging for all. We’re working to create a place filled with diverse people who can enrich and learn from one another. We’re committed to ensuring that everyone not only has a seat at the table but is valued and respected at it by providing equal opportunities to develop and thrive. We will constantly challenge ourselves to make sure that we live up to our ambitions around diversity, equity and inclusion, and keep this conversation open. Above all else, we understand and acknowledge that we have work to do and much to learn. Want to know more about candidate privacy? Find our Candidate Privacy Notice here. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.