Director, Business Development Representatives

Who We Are:

Every industry has a moment when technology finally catches up to the people doing the work.

We are building that moment for legal.

Neostella creates connected legal technology that brings together the data, workflows, and systems legal teams rely on every day.

Our platform helps firms move faster, collaborate more effectively, and focus on delivering stronger outcomes for their clients.

We believe the legal industry deserves more from its technology. That belief drives us to challenge the status quo and build systems designed for the way modern teams actually work.

We build with courage and measure our work by the impact it creates for our customers.

Recognized as one of Forbes’ Best Startup Employers in the Americas for 2026, we are growing with people who want their work to matter.

If you want to build software that changes how an industry operates, you belong here. As we continue to expand, we are seeking a Director, Business Development Representatives to join our team!

Why this role matters right now:

Neostella is scaling fast. As demand for modern legal technology continues to grow, we’re seeing increased opportunity across both new prospects and existing customers. Our Business Development team plays a critical role in fueling that growth—creating pipeline, engaging prospects, and ensuring our go-to-market efforts convert into real revenue impact.

This role exists because we need strong leadership at the top of our BDR function—someone who can not only drive outbound strategy and execution but also develop a high-performing team aligned closely with marketing and sales. The Director, Business Development Representatives will directly influence pipeline generation, conversion efficiency, and how effectively we turn interest into opportunity.

What you’ll manage:

We’re looking for a Director, Business Development Representatives who will own both team leadership and pipeline generation strategy. You’ll lead and mentor a team of BDRs while actively contributing to outbound efforts and ensuring alignment with marketing campaigns and company priorities.

You will work closely with Demand Generation, Sales, and Operations to ensure outreach is targeted, timely, and effective. This role requires someone who can connect strategy to execution—translating campaign messaging into high-performing outreach, optimizing conversion rates, and identifying gaps across the funnel.

This is a highly visible role that blends leadership, analytics, and hands-on execution in a fast-paced, growth-focused environment.

What you bring:

We’re looking for a leader who thrives on ownership, accountability, and results. You’re comfortable managing performance while also rolling up your sleeves to improve processes, messaging, and outcomes.

You understand how marketing and sales work together, and you know how to translate campaigns into pipeline. You’re data-driven, proactive, and constantly looking for ways to improve conversion rates and team effectiveness.

Most importantly, you know how to build and motivate a team—creating a culture of accountability, collaboration, and continuous improvement while driving meaningful business impact.

Key Responsibilities:

You’ll lead business development strategy, execution, and team performance:

• Lead, mentor, and coach a team of Business Development Representatives to achieve and exceed targets
• Develop and implement outbound sales strategies to generate new business opportunities
• Monitor and analyze team performance metrics to optimize outreach effectiveness and conversion rates
• Partner with Demand Generation to align BDR outreach to active campaigns, target segments, and messaging
• Ensure all marketing-generated leads are followed up within defined SLAs and worked according to campaign intent
• Translate campaign context, content, and value propositions into effective BDR outreach
• Provide structured feedback to marketing on lead quality, messaging effectiveness, and conversion challenges
• Track and improve lead-to-meeting and meeting-to-opportunity conversion rates
• Ensure BDR activity is aligned to ICP, campaign priorities, and pipeline goals
• Utilize marketing content, tools, and campaign assets to support outreach and improve engagement
• Collaborate on lead routing, prioritization, and follow-up strategy with Marketing and Operations
• Identify gaps in the funnel between lead generation and conversion and escalate with recommended solutions
• Maintain visibility into pipeline contribution from BDR activity and report on performance
• Identify and engage with key prospects through outbound calls, emails, and social media
• Conduct regular training sessions to improve product knowledge, messaging, and sales skills
• Maintain a deep understanding of Neostella’s products, services, and value proposition
• Participate in sales meetings and provide strategic input on pipeline development and market opportunities
• Foster a positive, high-performance team culture built on accountability, communication, and collaboration

Requirements

• Bachelor’s degree preferred
• 10+ years of experience in business development or sales, with at least 5 years in a leadership role
• Proven track record of generating leads and contributing to revenue growth
• Experience in a SaaS or technical sales environment preferred
• Strong leadership and coaching skills with the ability to motivate and develop a team
• Excellent verbal and written communication skills
• Strong analytical skills with the ability to use data to inform decisions
• Familiarity with CRM tools, preferably Salesforce
• Self-motivated, results-oriented, and comfortable working in a fast-paced, evolving environment

Benefits

• Health Care Plan (Medical, Dental & Vision)
• Retirement Plan (401k)
• Paid Time Off (Vacation & Holidays)
• Training & Development
• Hybrid
• Travel Bonus
• Maternity & Paternal Leave