Business Development Lead at Embrace

Connecticut, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, SaaS, ObservabilityIndustries

Requirements

5+ years of experience in outbound sales or business development at a SaaS company, ideally selling into technical buyers like engineering and DevOps
Experience building pipeline from scratch, whether at a startup or standing up a new segment at scale
Deep experience with sales engagement platforms and lead-gen tools: Apollo, LinkedIn Sales Navigator, Outreach, Clay, ZoomInfo, etc
Understanding and management of email deliverability, SPF, DKIM, domain warm-up
Creative opener skilled in research, personalization, and breaking into cold accounts
Persistent, organized, and action-oriented (doesn't wait to be told)
Comfortable showing up in person (conferences, meetups, prospect visits)
Strong communicator who can collaborate cross-functionally and iterate quickly
Passionate about building, excited by ambiguity and energized by ownership
Curious, thoughtful, and deeply motivated by Embrace’s mission to elevate mobile experiences
At least one favorite karaoke song
An opinion on Star Wars vs Star Trek

Responsibilities

Assess ICP fit, qualify and map accounts, identify buying groups, and infiltrate into multi-threaded conversations
Own and execute outbound prospecting campaigns across all channels: email, phone, LinkedIn, events, and in-person visits
Generate qualified pipeline for Account Executives by uncovering and creating new opportunities
Qualify and respond to inbound interest quickly and thoughtfully, ensuring no high-intent leads fall through the cracks
Design and test creative outbound strategies, messaging, and cadences
Use tools like Apollo, Clay, SalesLoft, Outreach, and ZoomInfo to scale intelligent prospecting efforts
Navigate and manage email deliverability best practices to ensure high inbox reach
Represent Embrace at industry events, in-office visits, and other field-based networking opportunities
Build and maintain clean, detailed records of outreach and learnings in CRM (Salesforce) and sales engagement tools
Partner with Marketing and Sales to feedback prospect learnings and help evolve GTM strategy
Lay the groundwork for future BD hires by documenting systems, sharing learnings, and leading by example

Skills

Key technologies and capabilities for this role

ApolloClaySalesLoftOutreachZoomInfoLinkedIn ProspectingEmail OutreachCold CallingPipeline GenerationOutbound ProspectingICP QualificationMulti-threaded Selling

Questions & Answers

Common questions about this position

Is this a remote position?

Yes, this is a remote-first role within the U.S. and Canada.

What is the salary for this Business Development Lead role?

This information is not specified in the job description.

What experience and skills are required for this role?

Candidates need 5+ years of experience in outbound sales or business development at a SaaS company, ideally selling to technical buyers like engineering and DevOps, experience building pipeline from scratch, and deep knowledge of sales engagement platforms like Apollo, LinkedIn Sales Navigator, Outreach, Clay, and ZoomInfo, plus email deliverability practices.

What is the company culture like at Embrace?

Embrace emphasizes cultural values that focus on continuous improvement as individuals, team members, and as a company each and every day.

What makes a strong candidate for this Business Development Lead position?

A strong candidate has 5+ years in outbound SaaS sales to technical buyers, experience building pipeline from scratch, expertise in sales tools like Apollo and Outreach, and skills in creative, personalized prospecting with email deliverability knowledge.

Embrace

Mobile observability platform for app performance

About Embrace

Embrace offers a mobile observability platform that helps developers and companies monitor the performance of their mobile applications. The platform uses OpenTelemetry to provide insights that focus on real user experiences rather than just server-side data. This means that Embrace helps teams understand how their apps are performing from the perspective of actual users, which is crucial for improving user satisfaction. Unlike many competitors, Embrace emphasizes the impact of app performance on real customers, making it easier for developers to optimize their applications effectively. The company aims to support mobile app developers and enterprises by providing tools that enhance app performance and user experience, generating revenue through subscription plans that cater to different client needs. Additionally, Embrace offers open-source SDKs for various platforms like iOS, Android, Unity, React Native, and Flutter, allowing for easy integration and comprehensive monitoring.

Culver City, CaliforniaHeadquarters

2016Year Founded

$77.5MTotal Funding

LATE_VCCompany Stage

Data & Analytics, Consumer Software, Enterprise SoftwareIndustries

51-200Employees

Benefits

Company Equity

Risks

Increased competition from new mobile game companies could impact Embrace's market share.

Fortanix's leadership expansion poses a competitive threat to Embrace's data management capabilities.

Dependency on Grafana's platform may lead to risks if issues arise.

Differentiation

Embrace offers a mobile-first observability platform built on OpenTelemetry.

The platform focuses on real customer impact, not just server-side metrics.

Embrace provides open-source SDKs for seamless integration and comprehensive monitoring.

Upsides

Increased adoption of OpenTelemetry enhances Embrace's data insights.

Partnerships with platforms like Grafana improve Embrace's market positioning.

The rise of mobile gaming drives demand for Embrace's performance monitoring tools.

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