Business Development Manager at smallest.ai
About the Role
Business Development Manager - Enterprise Voice AI
Location: Mumbai, India (On-Site)
Function: GTM / Revenue
Reporting To: Head of GTM
About Smallest.ai
Smallest.ai builds real-time voice intelligence systems operating at enterprise scale.
We work across speech recognition, speech generation, and speech-to-speech systems with a strong focus on low latency, multilingual intelligence, and production reliability.
Our goal is simple: Smaller models. Lower latency. Higher intelligence.
The Role
This is a player-coach role for someone who can lead from the front. You will own the BDR function end-to-end - setting quota, coaching the team, building the GTM stack, and still rolling up your sleeves to prospect and qualify pipeline yourself.
We are looking for someone who thinks in systems, writes like a human, understands a technically complex product deeply enough to translate it into sharp buyer-specific value props, and has the instinct to build a BDR engine that scales without breaking.
If you have been a top-performing BDR or SDR who is ready to lead a team and architect the function around an AI-first workflow, this role is for you.
What You Will Own
Team Leadership and Quota
Lead, coach, and mentor a team of BDRs - owning the collective outbound pipeline quota
Set individual and team targets, run weekly pipeline reviews, and hold the team accountable to activity and conversion metrics
Build onboarding playbooks and ramp programs for new BDR hires
Create a culture of high output, continuous learning, and sharp execution
GTM Stack and AI-First Operations
Architect and own the BDR GTM stack from the ground up - CRM, sequencing, enrichment, intent signals, and reporting
Build and maintain AI-assisted workflows to automate research, personalization, and outreach at scale
Evaluate and implement tools that make the team sharper and faster - not just busier
Outbound and Pipeline Generation
Run and coach hyper-personalized multi-channel outreach (Phone +LinkedIn + Email + Video +Messaging tools) targeting CXOs, CTOs, Heads of Engineering, Collections Heads, Chief AI Officers and Product leaders
Own prospecting across ICP segments - BFSI, Fintech, Neobanks, NBFCs, CPG, CPAAS,CCAAS, and enterprise voice AI companies across India and the US
Build and manage enrichment-led workflows for lookalike prospecting, account prioritization, and contact discovery
Content, Collateral, and Enablement
Build and maintain a living content library - outreach sequences, persona guides, ICP briefs, and messaging frameworks
Develop and Refine battle cards for competitive positioning (vs. ElevenLabs, Deepgram, Google, AWS, Twilio, and others)
Translate a technically deep product into crisp, buyer-relevant value propositions tailored to each ICP and buyer persona
Write and refine cold emails, LinkedIn messages, and call scripts that do not sound like templates
CRM and Reporting
Own CRM hygiene, pipeline visibility, and BDR reporting inside HubSpot/Salesforce
Build dashboards and tracking frameworks for WoW, MoM, and QoQ performance across the team
Manage inbound lead qualification flows alongside outbound motion
Tools You Will Work With
CRM: Hands on Experience on tools like HubSpot/Salesforce
Outreach and Sequencing: Amplemarket
Prospecting and Enrichment: LinkedIn Sales Navigator, Clay/Lusha
AI and Automation: Claude, n8n, or equivalent AI workflow tools
Additional: Fireflies or Sybill for call intelligence, Google Workspace
What We Are Looking For
4 to 8 years of B2B sales development or GTM experience, with at least 2 years in a team lead or senior individual contributor role
Hustler mindset, high agency, and the ability to operate with urgency while consistently driving outcomes.
Proven ability to lead a BDR team - setting quota, coaching reps, running pipeline reviews, and driving outcomes
Hands-on experience building or owning a BDR GTM stack (CRM setup, sequencing logic, enrichment workflows, reporting)
AI-first mindset - you actively use AI tools to make your work sharper, not just faster
Strong ICP-level content writing - you can write a cold email that earns a reply, a battle card that arms a rep, and a persona guide that actually gets used
Deep curiosity for technical products - you enjoy learning how something works well enough to explain why it matters to a buyer
Experience selling into or prospecting BFSI, fintech, or enterprise segments preferred (India and/or US)
Bonus Points
Prior experience in voice AI, conversational AI or speech technology
US market outreach experience including time zone management and US buyer nuances
Built BDR playbooks, content libraries, or onboarding programs from scratch
Comfortable presenting pipeline health and GTM strategy directly to founders