业务发展负责人（美洲）
Business Development Lead (Americas)
### 关于 PostHog
产品开发过去意味着手动编写代码、运行分析、诊断错误，并使用数十种工具推出更改。
PostHog 让产品实现[自主驾驶](https://posthog.com/self-driving)。它是唯一一个能像副驾驶一样与你（和你的 AI 代理）一起完成所有工作的平台——自主完成。
我们从开源产品分析开始，[从 Y Combinator 的 W20 班级中孵化](https://posthog.com/handbook/story)。此后我们推出了[超过十款产品](https://posthog.com/products)，包括：
- [PostHog Desktop](https://posthog.com/desktop)，唯一一款理解你的产品而非仅代码库的 AI 开发工具。
- [内置的数据仓库](https://posthog.com/docs/data-warehouse)，让用户可以使用自定义 SQL 洞察查询产品和客户数据。
- [PostHog AI](https://posthog.com/ai)，一个由 AI 驱动的分析师，可以回答产品问题，帮助用户找到有用会话记录，并编写自定义 SQL 查询。
我们是：
1. **以产品为导向**。超过 45 万个组织已安装 PostHog，主要由口碑驱动。我们有非常强的产品市场匹配度。
2. [**默认活跃](https://paulgraham.com/aord.html)。收入增长非常迅速，我们效率很高。我们融资是为了推动雄心壮志并更快成长，而不是为了维持运营。
3. **资金充足**。我们从世界顶级投资者那里筹集了超过 1.8 亿美元。我们为一段漫长而雄心勃勃的旅程做好了准备。
我们专注于为终端用户打造出色的产品，招聘优秀的团队成员，快速交付，并[尽可能地与众不同](https://posthog.com/deskhog)。
### 我们重视的事情
- **透明度：** 每个人都可以在我们的[公开公司手册](https://posthog.com/handbook)中了解我们的路线图、如何支付（甚至解雇）员工、我们的战略以及我们如何工作。内部，我们分享收入、董事会会议的笔记和幻灯片，以及融资计划，以便每个人都能获得做出良好决策所需的信息。
- **自主性：** 我们不告诉任何人该做什么。每个人根据对客户影响最大的事情，以及他们觉得有趣和有动力去做的事情来选择接下来要做什么。[工程师领导产品团队](https://posthog.com/handbook/wide-company)并[做出产品决策](https://posthog.com/handbook/which-products)。当需要时，团队灵活且易于调整。
- **快速交付：** [为什么现在不行？](htt
查看英文原文
### About PostHog
Product development used to mean manually writing code, running analysis, diagnosing bugs, and rolling out changes using dozens of tools.
PostHog makes products [self-driving](https://posthog.com/self-driving). It's the only platform that acts like a co-pilot for you (and your AI agents) to do it all – autonomously.
We started with open-source product analytics, [launched out of Y Combinator's W20 cohort](https://posthog.com/handbook/story). We've since shipped [more than a dozen products](https://posthog.com/products), including:
- [PostHog Desktop](https://posthog.com/desktop), the only AI devtool that understands your product, not just your codebase.
- [A built-in data warehouse](https://posthog.com/docs/data-warehouse), so users can query product and customer data together using custom SQL insights.
- [PostHog AI](https://posthog.com/ai), an AI-powered analyst that answers product questions, helps users find useful session recordings, and writes custom SQL queries.
We are:
1. **Product-led**. More than 450,000 organizations have installed PostHog, mostly driven by word-of-mouth. We have intensely strong product-market fit.
2. [**Default alive**](https://paulgraham.com/aord.html). Revenue is growing incredibly quickly, and we're very efficient. We raise money to push ambition and grow faster, not to keep the lights on.
3. **Well-funded.** We've raised more than $180m from some of the world's top investors. We're set up for a long, ambitious journey.
We're focused on building an awesome product for end users, hiring exceptional teammates, shipping fast, and [being as weird as possible](https://posthog.com/deskhog).
### Things we care about
- **Transparency:** Everyone can read about our roadmap, how we pay (or even let go of) people, our strategy, and how we work, in our [public company handbook](https://posthog.com/handbook). Internally, we share revenue, notes and slides from board meetings, and fundraising plans, so everyone has the context they need to make good decisions.
- **Autonomy:** We don’t tell anyone what to do. Everyone chooses what to work on next based on what's going to have the biggest impact on our customers, and what they find interesting and motivating to work on. [Engineers lead product teams](https://posthog.com/handbook/wide-company) and [make product decisions](https://posthog.com/handbook/which-products). Teams are flexible and easy to change when needed.
- **Shipping fast:** [Why not now?](https://posthog.com/handbook/values#why-not-now) We want to build a lot of products; we can't do that shipping at a normal pace. We've built the company around small teams – autonomous, highly-efficient groups of [cracked engineers](https://posthog.com/founders/cracked-manifesto) who can outship much larger companies because they own their products end-to-end.
- **Time for building:** Nothing gets shipped in a meeting. We're a natively remote company. We default to async communication – PRs > Issues > Slack. Tuesdays and Thursdays are [meeting-free days](https://posthog.com/handbook/company/culture#were-on-the-makers-schedule), and we prioritize heads down building time over perfect coordination. This will be the most productive job you've ever had.
- **Ambition:** We want to solve big problems. We strongly believe that aiming for the best possible upside, and sometimes missing, is better than never trying. We're optimistic about what's possible and our ability to get there.
- **Being weird:** Weird means redesigning an already world-class website for the 5th time. It means shipping _literally_ every product that relates to customer data. It means building an [objectively unnecessary developer toy](https://posthog.com/deskhog) with dubious shareholder value. Doing weird stuff is a competitive advantage. And it's fun.
### **Why this role? Why now?**
PostHog is building every product companies need to run their business – and more than 100,000 companies have already installed us, mostly through word of mouth. Now we're ready to go find the ones who don't know about us yet. This role is the architect of that motion.
You'll help build and scale our playbook – from targeting logic to tooling stack to coaching cadence to disqualification criteria. You'll have a small, high-potential team, a product that engineers love, transparent pricing that makes outbound easier (not harder), and a set of sales leaders who care more about pipeline quality than activity volume.
If you've been frustrated by BDR orgs that optimize for dials-per-day and ignore whether the meetings are any good, this is the opposite of that. We want the pipeline and we want to not ruin our brand.
Why join this team specifically:
- PostHog's brand is a true advantage – prospects have often heard of us or used the free tier. Cold outreach here is warmer than most.
- The New Business Sales team has a strong track record. Your pipeline will be worked by experienced, technical AEs who know how to close.
- We value learning, being creative and standing out in the market more than a playbook you've done a thousand times.
- PostHog's culture is async, remote-first, and low-meeting. You'll spend your time building and coaching, not sitting in standups.
### **Who we're looking for**
- 1–2+ years managing or formally leading a BDR/SDR team as a player-coach, with direct responsibility for hiring, coaching, and performance management. "Team lead" with informal authority counts if you can demonstrate coaching impact on rep performance. [We are structured for speed and autonomy](https://posthog.com/handbook/company/culture#were-structured-for-speed-and-autonomy), so your leadership style needs to fit our model. This is less command & control, and more set context, build systems, coach selectively & judge on outputs.
- Prior individual quota-carrying experience. You've personally prospected, booked meetings, and ideally closed deals. You know what good looks like because you've done it, not just managed it. You’ll do it again here.
- Demonstrated ability to think in data, systems, and loops – even at a smaller scale. You know how to build the operating system the team runs on. You've designed or significantly improved a prospecting workflow, built reporting from scratch, or created a repeatable process where one didn't exist before.
- Hands-on experience with [Clay.com](http://Clay.com). You've built tables, enrichment workflows, and automated sequences in Clay – not just used outputs someone else created. If you can show us a Clay workflow you designed, that's a strong signal.
- Salesforce proficiency. You can build reports, create custom fields, manage lead/contact data hygiene, and don't need someone else to configure your CRM.
- AI-capable, with experience building automation. You've used AI tools (LLMs, AI writing assistants, workflow automation) to improve prospecting efficiency. You should be able to articulate specific examples: "I built X using Y and it improved Z by W%."
- Excellent written communication. Your outreach sequences, coaching notes, and Slack messages are clear, concise, and sharp. PostHog is an async-first company – writing quality matters.
- Comfort with ambiguity and distributed ownership. This is a build role, not a maintain role. You'll be handed a rough playbook and expected to own it with your team, and you’ll have a company full of drivers who will give you “yes, and…” feedback
**Strong preference, but-not a dealbreaker:**
- Experience in a product-led sales (PLS) or product-led growth (PLG) company where the buyer often starts with a free/self-serve tier before engaging sales.
- Familiarity with selling to engineers and engineering managers as the primary buyer persona.
- Experience with PostHog or competing products as a user or seller.
### **What You’ll Be Doing**
- Own the outbound pipeline engine. Iterate on the targeting strategy, account selection criteria, and signal-based prioritization that tells your team who to reach and why now. Start with what doesn't scale, then systematize it.
- Manage and develop a team of cracked BDRs, some of whom are here already ( [Andreas](https://posthog.com/community/profiles/45941), [Lorena](https://posthog.com/community/profiles/42975), [Melad](https://posthog.com/community/profiles/45796)). Coach daily on messaging, objection handling, qualification discipline, and outreach quality. Run weekly 1:1s focused on skill development, not just activity review. Build a ramp plan that treats the trajectory of learning as the primary leading indicator in the first 60 days.
- Build the tooling and automation layer. Help design and maintain [Clay.com](http://Clay.com) workflows, Salesforce enrichment processes, and AI-assisted sequence generation without being a slop-cannon. You should be able to build a Clay table from scratch, not just use one someone else built.
- Own the metrics and reporting. Build pipeline generation dashboards, track leading indicators (response rates, meeting quality scores, AE acceptance rates), and produce a weekly pipeline generation report. Instrument everything in PostHog, Lemlist, and Salesforce to make it so.
- Coach qualification discipline. Implement and coach a qualification framework that ensures meetings passed to AEs are qualified. Disqualification is a feature, not a failure – build the taxonomy and track the reasons.
- Iterate on messaging and channels. A/B test outreach sequences across email, LinkedIn, video, X, Discord, TikTok and creative channels. Maintain a living playbook that captures what works, what doesn't, and why.
- Collaborate with the [TAE team](https://posthog.com/teams/sales-cs) on target refinement. Use feedback loops from AE deal outcomes to continuously sharpen targeting.
- You report to [Ben](https://posthog.com/community/profiles/32367) (Revenue Leader). You'll work closely with [Abhishek](https://posthog.com/community/profiles/41271) (GTM Engineer) on tooling and data infrastructure.
**Helpful links:**
- [PostHog BDR job listing](https://docs.google.com/document/d/1P82XNIwbPRT3q0KyBlV76zd9i-_5udC_qKTyZJQwCJA/edit?usp=sharing) – the role you'll be hiring for and managing
- [PostHog's ICP documentation](https://posthog.com/handbook/who-we-are-building-for) – the targeting foundation you'll build on
- [PostHog's public handbook on how we work](https://posthog.com/handbook) – the culture you'll operate within
_#LI-DNI_