Sales Development Team Lead

Job description

ABOUT US Humaans is building the next generation of infrastructure for the workplace; software designed for companies that are scaling fast, operating globally, and pushing into new boundaries. What started as a system of record has evolved into a broader platform for operating people globally. With Athena, our agentic AI layer, Humaans moves beyond data management into intelligent orchestration, connecting workflows across HR, IT, Finance, and Operations so organisations can act faster and with greater confidence, redefining how work gets done. We work with ambitious teams across Europe and the US, from AI-native companies like Lovable, Poolside, Fyxer AI, and Tandem Health, to established, high-growth organisations scaling internationally and through acquisition, including Quantexa, Sellpy, Manychat, Gigs, Croud, and Threecolts. These teams don’t buy software for features,they buy leverage. The ability to run faster, cleaner, and with more control as complexity compounds. To date, we’ve raised $20m in venture funding from some of the most respected founders, operators, and funds in technology: Lachy Groom (Physical Intelligence), Stewart Butterfield (Slack), Tobias Lütke (Shopify), Dylan Field (Figma), Jeff Weiner (LinkedIn), Claire Johnson (Stripe), Oliver Jay (OpenAI), Jay Simmons (Bond) as well as Y Combinator, Moonfire, Frontline Ventures, Pathlight Ventures, and Exor. If you have massive ambition and want to work on a hard problem, with a small team that moves fast, at a moment when the category is genuinely up for grabs - this is it. THE ROLE Our Sales team is looking for a high-calibre Sales Development Team Leader to own and develop our outbound function. You’ll be responsible for turning a group of ambitious sales associates into a precision pipeline machine, setting the standard, building the playbook and coaching the team to consistently hit and exceed targets. AI is central to how we expect the team to operate. Better research, sharper sequences, smarter prioritisation and faster learning should give us an advantage over teams relying on traditional outbound alone. You’ll need to know how to use AI effectively yourself and, importantly, how to embed it into the way your team works every day. This is a hands-on leadership role. You’ll stay close to the work through call reviews, sequence development, coaching and live deal support, while holding a high bar for quality and creating the conditions for people to develop quickly. You’ll report to our Head of RevOps and work closely with the AE team to ensure the opportunities we create are high quality and convert. Humaans is at a stage where the decisions you make now can shape how we operate for years. You’ll have the opportunity to build an AI-native sales development function from the ground up, defining what great outbound looks like, how the team operates and how it scales with the business. WHAT YOU’LL DO - Own the outbound sales development function end to end, including team performance, pipeline contribution, process and development - Set and continuously improve our outbound strategy, refining the playbook, sharpening ICP targeting and finding better ways to create high-quality pipeline - Use AI-assisted tooling to improve research, personalisation, sequencing and prioritisation, helping the team adapt and learn faster - Coach and develop the team through structured 1:1s, call reviews, live deal support and regular feedback - Set a high bar for outbound quality and build a culture of accountability, continuous improvement and high performance - Work closely with AEs and Revenue Operations to maintain strong pipeline quality, healthy conversion rates and a seamless handoff process - Use data and AI-powered analytics to understand performance, identify patterns and act quickly when something isn’t working - Track the metrics that matter across activity, pipeline contribution and conversion, connecting individual and team performance to revenue outcomes - Recruit, onboard and ramp new sales associates as the team grows - Build the processes, standards and foundations that allow the outbound function to scale with the business WHAT WE’RE LOOKING FOR - 5+ years of experience in outbound sales, including at least 2 years managing or leading a BDR or SDR team within B2B SaaS - A consistent track record of building pipeline and coaching others to do the same. You know what good outbound looks like and can teach it - A coaching-first approach to leadership. You measure your success by what your team achieves and how quickly people develop - Deep familiarity with modern outbound tooling and sequencing platforms, ideally including tools such as Clay, Claude Code, Lemlist, LinkedIn Sales Navigator and Prospeo - Hands-on experience using AI to improve an outbound workflow, with a clear understanding of what changed in quality, speed or conversion as a result - Strong analytical instincts and the ability to use data to diagnose underperformance, identify opportunities and make informed changes - Strong understanding of ICP development, targeting, sequencing, qualification and the mechanics behind a healthy outbound funnel - Experience working in a high-growth, VC-backed environment where priorities move quickly and the playbook is still being written - A clear, direct communication style and the ability to influence effectively across Sales, Revenue Operations and leadership - High standards for both performance and quality, with the willingness to stay close enough to the work to maintain them YOU MAY NOT BE A GREAT FIT IF - You want to move away from the day-to-day reality of outbound into a primarily strategic management role. This is a hands-on leadership position - You measure success primarily through activity volume rather than pipeline quality, conversion and revenue impact - You prefer giving your team targets and leaving them to figure out how to hit them rather than actively coaching, reviewing and developing their skills - You see AI as an optional productivity tool rather than something that should fundamentally improve how a modern outbound team operates - You rely on an established playbook and aren’t excited by the prospect of continuously testing, refining and building a better one - You’re uncomfortable using data to identify underperformance and having direct conversations about what needs to improve - You measure your impact primarily through your own individual contribution rather than the performance and development of the team - You prefer clear boundaries between Sales, AEs and Revenue Operations rather than working closely across them to improve the entire pipeline This is an in-person role. Our team comes together in the office Monday through Thursday, while most of the team collaborates in person on Mondays, Tuesdays, and Thursdays. PACKAGE & BENEFITS Early stage startups can be messy – we know that. We're putting effort in providing you with the best employee experience and a quality driven environment in exchange for trusting us. - Market-leading compensation that reflects your value - 25 days paid time off each year plus public holidays - Share Options with 5-year exercise window so you don’t feel pressure to exercise if you leave - Quarterly team events, and company offsites - Top tier private coverage for health, vision and dental care - A new MacBook and tools you need to do your best work - Enhanced parental leave with up to 16 weeks for primary and 4 weeks for secondary - Learning & development budget WHY JOIN HUMAANS TODAY? HR tech is having its AI moment and we’re positioned to own it. Humaans started as a next-gen HRIS taking on large incumbents in a massive market. We’ve since evolved into something even bigger: an AI platform that sits across workforce data and automates the operational layer of HR entirely; the natural progression of what we’ve been building toward. The product is highly differentiated. It’s built around a structured workforce data model that makes AI reliable in an HR context, something no one else has gotten right. Customers notice the difference immediately. We’re backed by Y Combinator, Lachy Groom, Moonfire, Frontline Ventures, and operators who’ve built some of the most consequential software companies of the last decade: the founders of Slack, Figma, and Shopify, and Asana’s former CRO and Head of OpenAI International. We’re a small team with an unapologetically high bar. It shows up in the product, in how we communicate, and in the standards we hold each other to. OUR COMMITMENT TO DIVERSITY At Humaans we’re looking for genuinely good people that are transparent and emphatic. We’re committed to providing equal opportunities, a diverse and inclusive work environment, and ensuring a fair interview process for everyone. You’re welcome to apply no matter your gender, ethnicity, sexual orientation, religion, civil or family status, age, disability, or race. PRIVACY NOTICE We care about your privacy. When you apply for a role at Humaans, we’ll collect and process your personal data as part of our recruitment process. This includes things like your CV, contact details, and any other information you choose to share. We may also contact you about future opportunities. You can ask us to delete your data at any time. For more details, see our Privacy Policy https://humaans.io/privacy#h.k3wp7f8qzl9x.