Team Lead Business Development - Medium Business (d/f/m)

Personio's intelligent HR platform helps small and medium-sized organizations unlock the power of people by making complicated, time-consuming tasks simple and efficient. Our team of 1,500 Personios is building user-friendly products that delight our 15,000+ customers and their 1.5 million employees. Ready to make an impact from day one?

This role requires 3 days per week in our Munich office.

How you'll make an impact at Personio
As a Business Development Team Lead, you will lead and develop a high-performing BDR team responsible for creating meaningful New Business pipeline for our Account Executives.
We believe the value of a strong BDR organisation goes far beyond booking meetings. Great BDRs understand their customers, engage the right stakeholders, uncover meaningful business challenges, and create high-quality opportunities that give Account Executives the information and momentum they need to successfully progress and close business.
As a leader, you will coach your team towards this level of commercial excellence. We are looking for an empathetic and inspiring leader who understands the BDR role from first-hand experience and knows what it takes to build pipeline from the ground up. Ideally, you combine this experience with a strong understanding of the AE perspective and the wider sales process.
Alongside developing your team, you will help shape our New Business outbound strategy, strengthen stakeholder management and the BDR-to-AE motion, and identify new ways to make our organisation more effective, scalable, and AI-driven.

Role Responsibilities: What you'll do

• Lead, coach, and develop a high-performing BDR team through regular feedback, performance management, and career development.

• Drive consistent achievement of weekly, monthly, and quarterly pipeline goals while maintaining a strong focus on opportunity quality.

• Coach BDRs on prospecting, qualification, stakeholder management, and creating commercially meaningful opportunities for AEs.

• Partner closely with AEs to improve account strategies, qualification standards, and the BDR-to-AE handover.

• Build a culture that combines empathy, trust, accountability, ownership, and high performance.

• Use data and insights to continuously improve outbound performance, conversion rates, and pipeline quality.

• Drive strategic initiatives and experiment with AI, automation, and new sales approaches to scale the New Business motion.

• Collaborate cross-functionally with Sales, Marketing, RevOps, and other GTM teams to improve how we generate and progress pipeline.

  Role Requirements: What you need to succeed

• Previous hands-on experience as a BDR, SDR, or in a comparable outbound sales role, with a strong understanding of modern prospecting and pipeline generation.

• 1+ years of leadership experience or a strong track record of coaching, mentoring, and developing people in a sales environment.

• Experience as an Account Executive, Account Manager, or sales leader is highly desirable, with a strong understanding of what makes an opportunity valuable and actionable for Sales.

• Proven experience in pipeline generation, qualification, stakeholder management, and working with complex buying groups.

• An empathetic leadership style combined with the ability to set clear expectations, provide direct feedback, and hold people accountable.

• Strong analytical skills and experience using CRM and sales tools such as Salesforce, Gong, Salesloft, Outreach, or similar.

• Curiosity and hands-on experience with AI tools and a willingness to experiment with new technologies and sales approaches.

• Fluent German at C2 level and strong business-level English.

Why Personio

Personio is an equal opportunities employer, committed to building an integrative culture where everyone feels welcomed and supported. We embrace uniqueness and understand that our diverse, values-driven culture makes us stronger. We are proud to have an inclusive workplace environment that will foster your development no matter your gender, civil status, family status, sexual orientation, religion, age, disability, education level, or race.
At Personio, we value in-person collaboration while also offering flexibility. This role is office-based, with 3 days per week required in your contracted office location. The remaining days can be worked from home or in the office if you prefer. In addition, you’ll have 20 Flex Days per year to work remotely from other locations. Aside from our people, culture, and mission, check out some of the other benefits that make Personio a great place to work:

• Receive a competitive reward package – reevaluated each year – that includes salary, benefits, and pre-IPO equity

• Enjoy 28 days of paid vacation, plus an additional day after 2 and 4 years

• Make an impact on the environment and society with 1 (fully paid) Impact Day

• Receive generous family leave, child support, mental health support, and sabbatical opportunities

• We enjoy gathering for meals, cultural initiatives, and events like local Summer Sessions and year-end celebrations. There's also healthy snacks, drinks, and a weekly catered lunch.