Business Development Lead

This role is located in Somerville, MA. We are a hybrid work environment and are in the office 3+ days/per week. Tulip brings modern technology and AI into manufacturing. Manufacturing accounts for almost 20% of the global economy and one in every seven workers on Earth, yet remains among the least digitized. More than a decade ago, we created the category to close that gap: AI-native software that puts cutting-edge tools directly in the hands of the people on the manufacturing front lines. Because we are human-centered and tech-obsessed, we are building a future of work where human ingenuity is amplified with the latest technology. In January 2026 we became one of Boston's few new AI unicorns, reaching a $1.3B valuation. We're growing double digits in revenue year over year. The world's best manufacturers run on Tulip - turning inventory 10x faster, releasing gene therapies in hours instead of weeks, and training master craftspeople to forge engagement rings 5x more rapidly. Headquartered in Somerville, MA with offices in Germany, Hungary, Singapore, Japan, and Israel, we've been consistently named a World Economic Forum Global Innovator, a Gartner leader, and one of Built In Boston's "Best Places to Work." We run the way we build: AI-forward, humanistic, and high ownership. We're looking for builders who are energized by complex problems, rapid cycles, and the unique opportunity to see their impact on a global scale. About You You have carried a pipeline number yourself, and now you want to build the team that carries it. You write the playbook, set the qualification bar, and build the tooling that makes the standard easy to follow. You treat AI as leverage rather than headcount, and you expect every rep to run an AI-accelerated motion every day. You are comfortable in the room with account executives and sales leaders, and you hold both sides to the same handoff standard. What skills do I need? • 5+ years of experience in sales or business development, including 2+ years leading a business development or sales development team • Track record hiring, onboarding, and ramping a pipeline generation team against opportunity and pipeline targets • Experience building AI into a team's daily motion for prospecting, research, qualification, and reporting, with adoption you can point to • Proven coach who standardizes how a team works through playbooks, qualification criteria, call reviews, and scorecards • Fluency with customer relationship management, sales engagement, conversation intelligence, and buying signal tools • Bachelor's degree or equivalent working experience Nice to Have • Experience running one operating model across different markets or pod structures, including account based (ABx/ABM) motions • Familiarity with manufacturing or industrial software (MES, ERP) or other complex enterprise sales Key Responsibilities • Hire, onboard, and ramp a distributed team across the US and Europe, build the headcount and capacity plan with Sales and Finance, and run the progression framework that feeds talent into Sales • Own the playbooks, qualification standards, and coaching cadence for inbound and outbound, set centrally so every rep runs the same measurable process • Set and forecast pipeline and qualified opportunity targets per rep, design quota and compensation with Commercial leadership, publish conversion benchmarks, and act on the gaps • Build AI agents and buying signals into daily prospecting, research, qualification, and reporting, and hold the team accountable for using them • Tune targets, channel mix, and account coverage to each team's territory reality, holding the same qualification bar everywhere • Run the handoff standard and service level agreements end to end, hold account executives to timely disposition, and plan accounts with frontline sales managers Key Collaborators • Sales Leaders and Account Executives • Revenue Marketing • Product Marketing • Go-To-Market Operations Working at Tulip We know even great candidates experience imposter syndrome. Even if you don't match every requirement, applying gives you the opportunity to be considered. We're building a strong, diverse team that values hard work, families, and personal well-being. Benefits of working with us include: • Direct impact on product and culture • Company equity • Competitive benefits package including Health, Dental, Vision, Short-term Disability, Long-term Disability, Life Insurance, AD&D Insurance, Flexible Spending Account (FSA), Commuter Benefits, Parental Leave, and 401(K) • Flexible work schedule and unlimited vacation policy • Learning & Development program • Virtual and in-office global company events and happy hours • Fitness subsidies • An inclusive, dog-friendly office with diverse and inspiring colleagues We are an equal opportunity employer. At Tulip, we celebrate all. Qualified applicants will receive consideration for employment without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status. Help us build an inclusive community that will transform frontline operations. The compensation information displayed on each job posting reflects the range for new hire pay rates for the position across all US locations. Within the range posted, actual compensation will be determined depending on multiple factors including job-related knowledge & skills, experience, business needs, geographical location, market compensation data, and internal equity. Expected compensation ranges for this role may change over time. The salary range for this position is $100,000 - $125,000 per year, and is eligible for on-target-earnings (OTE). It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment. An employer who violates this law shall be subject to criminal penalties and civil liability. Please note that we may use AI-based tools to support parts of our hiring process. All data processing is carried out in compliance with local data protection laws, ensuring all personal candidate information is handled securely and ethically.