Business Development Lead

About the Role We are hiring for a business development lead. You’ll be the sole owner of business development at Embrace, charged with building the function from the ground up. You will own the top of the funnel and setting the strategy for how we engage, educate, and excite new prospects. You’re not just here to book meetings; you’re here to build a pipeline engine that scales. You’ll be our go-to prospector, lead hunter, and creative opener fluent across email, phone, LinkedIn, and IRL encounters. You’ll be the person who builds the system, then the team. This is a remote-first role within the U.S. and Canada. Why Join Embrace? As the only user-focused, mobile-first observability solution built on OpenTelemetry, Embrace delivers crucial insights across both DevOps and mobile teams to illuminate real customer impact, not just server impact, but to deliver the best app experiences. Customers like The New York Times, Marriott, Masterclass, Home Depot, and Cameo love Embrace’s mobile observability platform because it makes extremely complicated and voluminous data actionable. Our cultural values highlight how we seek to improve as individuals, team members, and a company each and every day. What You'll Do Assess ICP fit, qualify and map accounts, identify buying groups, and infiltrate your way 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 our 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 our CRM (Salesforce) and sales engagement tools. Partner with Marketing and Sales to feedback prospect learnings and help evolve our GTM strategy. Lay the groundwork for future BD hires by documenting systems, sharing learnings, and leading by example. What You Bring 5+ years of experience in outbound sales or business development at a SaaS company, ideally selling into technical buyers like engineering and DevOps. You’ve built 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. You understand and manage email deliverability, SPF, DKIM, domain warm-up isn’t foreign to you. You’re a creative opener who knows how to research, personalize, and break into cold accounts. You’re persistent, organized, and action-oriented i.e. you don't wait to be told. Comfortable showing up in person: whether that's a conference, meetup, or prospect visits. Strong communicator who can collaborate cross-functionally and iterate quickly. Passionate about building - you're excited by ambiguity and energized by ownership. Curious, thoughtful, and deeply motivated by Embrace’s mission to elevate mobile experiences. The ideal candidate will have At least one favorite karaoke song An opinion on Star Wars vs Star Trek Cultural Values Perspective - seeking to understand others’ perspectives Investing - investing in discovering value, unprompted Honesty - delivering brutal honesty kindly Simplest - finding the simplest solutions by focusing on outcomes Ownership - empowering yourself and others through solutions, not answers Dark Humor - finding levity together, even when tackling hard problems About Embrace Embrace provides the only user-focused mobile app observability solution based on OpenTelemetry. By delivering crucial mobile telemetry across DevOps and mobile engineering teams, Embrace illuminates real customer impact, not just server-side impact, to drive success in achieving SLOs. Embrace's Distribution for OpenTelemetry gives teams the transparency, portability, and extensibility they want in modern observability instrumentation, while Embrace's data backend and analysis platform is enterprise-supported for powerful mobile performance insights. By tying frontend mobile telemetry to backend performance data, Embrace helps companies modernize their observability practice and deliver the best user experiences possible. On target earnings (OTE) for this role are $100k - $120k. Actual compensation may vary based on level, experience, and skillset as assessed in the interview process. Benefits include equity and other benefits as detailed on our careers page.