Building and Scaling Business Development Capabilities Questions

How business development functions mature from ad hoc, founder-led deal sourcing into a repeatable, scalable engine. Covers pipeline and territory design, ideal-customer and partner segmentation, outbound prospecting systems and cadences, deal qualification and hand-off frameworks (e.g. SQL to AE), channel and partnership strategy, cross-functional alignment with sales, marketing, and product, hiring and ramping BD reps, and the metrics (pipeline coverage, conversion rates, cycle time) used to prove the function is scaling, not just growing headcount.