Business Development Tean Lead

About this Job

CharityEngine is expanding its Sales organization and looking for a BDR Team Lead to drive pipeline generation and elevate outbound performance.

We help nonprofit organizations grow fundraising, increase donor retention, and operate more efficiently. Our clients include Wounded Warrior Project, Easterseals, MD Anderson Cancer Center, and many others.

Our mission is simple: Powering the Good to be Great.

This is not a player-coach title in name only. You will own BDR output, enforce standards, coach in real time, and ensure the team consistently produces qualified pipeline.

What You'll Own:

• Pipeline Generation
  • Drive consistent outbound motion across phone, email, social, and sequencing
  • Ensure each BDR hits weekly meeting targets (booking + held)
  • Maintain high-quality pipeline aligned to ICP
• Team Performance & Accountability
  • Set clear activity and conversion expectations
  • Enforce standards around responsiveness and follow-up
  • Inspect pipelines, sequences, and calls daily
  • Hold the team accountable to outcomes, not just activity
• Coaching & Development
  • Run regular call reviews focused on discovery quality and conversion
  • Coach reps on messaging, objection handling, and qualification
  • Improve conversion rates from Disco > Demo > Pipeline
• Outbound Strategy
  • Partner with Sales and Marketing on targeted campaigns (ABM, verticals, chapters)
  • Refine messaging based on what’s working in-market
  • Identify new segments and opportunities
• Player-Coach Contribution
  • Personally generate pipeline through outbound
  • Lead by example in activity, messaging, and execution

What Good Looks Like:

• Team consistently hits ≥7 meetings booked per rep/week
• Strong hold rates and conversion to qualified pipeline
• Clear, repeatable outbound playbook
• Reps improving week-over-week through coaching
• No leads sitting untouched, ever.

What We’re Looking For:

• Experience as a top-performing BDR or SDR, with leadership or mentoring responsibility
• Proven ability to generate pipeline through outbound
• Strong command of phone-based prospecting and email sequencing
• Ability to coach using a structured framework (Sandler, MEDDIC, Challenger, etc.)
• High standards, direct communicator, and comfortable holding people accountable
• Organized, data-driven, and disciplined in execution
• Interest in supporting mission-driven nonprofit organizations

About CharityEngine

We are a technology and billing solutions company that caught the nonprofit bug in 2008. That was when we saw how the technology we had built for e-commerce clients could impact the multi-channel campaign tracking and billing automation of one of the largest, fastest-growing nonprofits of the 20th century.

We are privately held and self-sustaining, and we have been named to the Inc. 5000 list of America's Fastest-Growing Companies three times. We are proud to say we work solely in the service of nonprofits, not a VC firm. Not an investment bank. Just nonprofits and the people who think it's cool to help change the world.

We offer comprehensive benefits that include:

• Competitive compensation commensurate with experience
• Paid leave (vacation/sick), along with company-paid holidays
• Health, dental, vision, and disability insurance
• 401K plan

Job Type: Full-time/Remote