XOi, the leading provider of jobsite-focused technology for the field service ecosystem, arms the industry with a digital tool that connects people to mission-critical equipment. XOi technology is the hub in which every part of the job—from the field to the manufacturer—connects. XOi provides AI-powered workflows, asset and team management functions, a comprehensive knowledgebase, and immediate revenue-producing insights leveraging data from current and historical projects. Beyond this tool that manages consistency, profitability, and transparency, XOi’s goal is to create future-focused technology that modernizes the field service industry as a whole, and delivers 1 of 1 asset origination, performance, and diagnostics information of mission critical assets.

We are looking for a high-impact, data-obsessed Head of Business Development to take our Business Development (BDR) teams to the next level. As a member of the sales leadership team and reporting to the VP of Sales, this is a mission-critical revenue leadership role tasked with building a scalable, high-performing pipeline engine that fuels predictable growth. You will drive operational rigor, elevate team performance, and align sales and marketing to convert engagement into high-quality, sales-ready pipeline.

The ideal candidate blends strategic vision with hands-on execution. You are a builder, coach, and innovator who can lead from the front, develop exceptional talent, and stay ahead of the curve on modern sales tactics and technologies, including AI-powered solutions that are reshaping and revolutionizing sales execution and productivity.

Key Responsibilities

Team Leadership & Performance

• Recruit, onboard, and develop top-tier BDR talent, cultivating a high-performance culture built on ownership, accountability, and results.

• Design structured career paths and performance frameworks that consistently produce future AEs who exceed expectations.

• Own compensation plans, KPIs, and incentive structures aligned to outbound activity, conversion rates, and velocity-stage wins.

• Lead with purpose, clarity, and a bias for action—inspiring teams to outperform targets in a dynamic, fast-paced environment.

Pipeline Generation & Conversion

• Own the outbound engine across segments, bringing proven frameworks (e.g. MEDDICC) to life through effective execution.

• Partner closely with Marketing to align on ICP, campaign strategy, and messaging, while driving conversion from top-of-funnel to qualified opportunities.

• Ensure rapid, high-quality follow-up on inbound leads and optimize conversion at every stage of the funnel.

• Analyze pipeline metrics and buyer behavior in real-time—pivoting strategy based on data and continuously raising the bar on performance.

Sales Execution & Enablement

• Build and evolve persona-based prospecting playbooks, multichannel cadences, and outbound messaging that converts.

• Champion sales excellence through live coaching, call reviews, and tactical feedback loops that sharpen execution.

• Standardize and scale tools including call scripts, email frameworks, social selling strategies, and video messaging.

• Collaborate with Enablement and RevOps to drive world-class onboarding, skills development, and continuous improvement.

Process, Reporting & Technology

• Establish rigorous reporting and dashboards across Salesforce and GTM tools to surface leading indicators of success.

• Translate team performance into actionable insights by tracking KPIs and building dashboards that inform executive and board-level decision-making.

• Drive CRM hygiene, PG forecast accuracy, and pipeline integrity through process discipline and operational visibility.

• Actively identify, pilot, and deploy AI-powered tools and automation technologies to optimize outreach, personalization, workflow efficiency, and scale.

• Serve as a sales innovation leader by staying ahead of emerging tech trends and thoughtfully integrating modern methodologies into team workflows, processes, and training.

What We’re Looking For

• 6 years of experience in SaaS sales or business development, with a minimum of 2+ years leading both transactional and enterprise BDR teams in high-growth environments.

• Proven track record of building, scaling, and coaching high-performing teams that consistently exceed pipeline and revenue targets in fast-paced, high-growth SaaS environments.

• Experienced in leading both inbound and outbound sales motions, with deep expertise in prospecting strategy, buyer psychology, and aligning closely with marketing to drive high-quality, segment-specific pipeline.

• Proven sales leader with deep process discipline and executional excellence; highly proficient in core CRM and GTM technologies (e.g., Salesforce, Outreach, Gong), with a track record of leveraging AI-driven tools to enhance productivity, personalization, and pipeline performance.

• Exceptional cross-functional collaborator and communicator with a proven ability to influence, align, and lead through change.Agile, decisive, and energized by fast-paced, high-growth environments.

XOi Benefits

• XOi offers a comprehensive benefits package that includes medical, dental, and health, with eligibility the 1st of the next month following your date of hire

• XOi offers a 401(k), with eligibility at 90 days

• XOi offers Discretionary Time Off

• All new employees receive a one time $500 New Hire Stipend to support any updates needed for your home office space

• All employees receive a $50/monthly stipend to be used for personal wellness and $50/ monthly stipend towards internet expenses