Founded in 2015, Pipefy is a cloud-based, no-code/low-code Business Process Management platform, part of the Insight Partners portfolio and recognized by Gartner as a reference in Intelligent Business Process Management. Over 3,000 companies across 150+ countries use Pipefy to automate their workflows, including global leaders like Accenture, Visa, GE, and Volvo.
Job Description
This is a strategic and challenging role. You will be responsible for our BDR process, serving as a technical reference for how we can generate more results, and as an active coach who leads, teaches, and motivates the inside sales team to unlock their full potential. You will connect with key internal stakeholders, develop hypotheses, implement efficiency improvements, and put our values into practice every day.
Key Responsibilities
* Team leadership and development: directly manage 8 BDRs, conducting structured 1:1s, individual development plans (IDPs), continuous data-driven feedback, and building clear career paths for different seniority levels;
* Performance and goal management: track funnel KPIs (activities, stage conversions, SQLs generated, handoff quality to AEs/AMs), running daily, weekly, and monthly management rituals aligned with leadership;
* Acquisition and Expansion balance: ensure the team operates efficiently across both motions, with clarity on prioritization, capacity allocation, and differentiation of approach between cold prospecting and base expansion;
* Technical and operational coaching: serve as a reference in cold calling, social selling, cadences, qualification frameworks (adapted BANT/MEDDIC), and tool operation (HubSpot, Clay, Gong, Sales Navigator);
* Recruiting and onboarding: actively participate in the selection process of new BDRs, conduct structured onboarding, and accelerate the ramp-up of new team members;
* AI adoption and operationalization: implement and spread the use of Artificial Intelligence in day-to-day prospecting (research, personalization, first-contact agents, call analysis), aligned with Pipefy's AI-first strategy.;
* Funnel bottleneck diagnosis: use data to identify where the team is losing efficiency (MQL to SAL to Connect to SQL to Meeting Held to Opportunity) and propose structured improvement experiments;
* Cross-functional collaboration: act as a bridge between the operational team and stakeholders in Marketing (PMMs, BU Managers), Sales (AEs, AMs, Managers), RevOps, and Leadership, translating needs into executable actions;
* Reporting and governance: contribute to the production of performance analyses, risk identification, and narrative building for executive forums (RoB, all-hands);
* Culture and engagement: create and maintain a collaborative, high-performance, and psychologically safe environment aligned with Pipefy's values;
* Adopt continuous improvement practices specifically using artificial intelligence.
Requirements
Soft Skills:
* Strong leadership skills;
* Proactive attitude to seek and implement process improvement opportunities;
* Empathy and high energy;
* Customer focus to build a team that meets internal and external customer needs, with a primary commitment to customer satisfaction;
* Good sense of priority and urgency;
* Adaptability to constant change;
* Positive attitude and alignment with Pipefy's culture.
Hard Skills:
* English proficiency: speaking, writing, listening, and reading;
* Experience in B2B SaaS environments, ideally with structured outbound and inbound motions;
* Operational mastery of HubSpot (or equivalent CRM such as Salesforce): ability to extract data, build dashboards, and diagnose funnel issues;
* Familiarity with modern prospecting tools: Clay, Apollo, Sales Navigator, Gong (or equivalents);
* Strong analytical ability: comfortable working with spreadsheets, dashboards, funnel metrics, conversion rates, and cohort analysis;
* Intermediate to advanced English (reading, writing, and conversation) for interaction with global materials and stakeholders;
* AI-first mindset: hands-on experience (or strong interest and initiative) in applying generative Artificial;
* Intelligence in prospecting and productivity workflows.
Nice to Have
* Proficiency in other languages;
* Experience in project management;
* Experience working in a startup environment during its scaling process;
* Experience working for a B2B SaaS software company
* Knowledge of process management and BPM systems market;
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