Business Development Representative – Manager

This is a fully remote position, open to applicants in United States.

📋 Description

• Oversee, mentor, and nurture a team of outbound BDRs spanning North America and the EMEA time zones.

• Conduct regular one-on-one meetings, call evaluations, and pipeline coaching to enhance conversion rates at each stage of the funnel.

• Guide representatives on high-level communication, discovery processes, account research, and strategic prospecting for enterprise and mid-market discussions.

• Take charge of hiring, onboarding, and ramp-up planning for the outbound team.

• Establish and manage quotas while ensuring representatives are accountable for both activity and outcome metrics.

• Propel enhancements in messaging, sequencing, and personalization efforts.

• Cultivate a high-performance, low-ego team environment grounded in ongoing improvement and open feedback.

• Collaborate with Growth Marketing and Sales leadership to translate campaign and ABM priorities into effective outbound strategies.

• Oversee the outbound contributions to SQO targets; provide reports on pipeline health, conversion rates, and forecast accuracy.

• Implement operational discipline regarding activity metrics, conversion rates, and pipeline quality, ensuring consistent execution across the team.

• Identify and resolve bottlenecks in the outbound funnel (including deliverability, response rates, and meeting-to-SQO conversion).

• Relay front-line market and prospect insights back to Growth Marketing and Sales leadership to refine targeting and messaging.

• Collaborate across functions with Growth Marketing and RevOps to jointly enhance the performance of our inbound AI SDR mechanism.

• Assess response quality, conversion, and escalation accuracy; initiate iterative improvements to prompts, routing logic, and qualification criteria.

• Suggest and apply process modifications to optimize the human/AI handoff on inbound leads.

⛳️ Requirements

• Minimum of 5 years of experience managing an outbound BDR/SDR team within the cybersecurity sector.

• Proven capability to establish processes rather than merely executing existing ones: you have developed a playbook, repaired a dysfunctional funnel, or initiated a program with limited resources.

• Demonstrated success in achieving SQO/pipeline targets through effective management of an outbound team.

• Experience in managing remote teams across diverse time zones.

• Proficient with sales engagement tools (Salesloft or Outreach), sales intelligence software (Apollo, ZoomInfo, LinkedIn Sales Navigator), AI SDR tools (Qualified), and dialers (Orum, Nooks).

• Comfortable with or overseeing AI-assisted sales tools: while you don’t need to create them, you should be able to evaluate and enhance them.

• Strong analytical abilities; capable of interpreting funnel reports and quickly identifying issues.

• Direct communication style; at ease with both giving and receiving straightforward feedback.

• High tolerance for ambiguity and rapid iteration; thrive in environments that require problem-solving rather than expecting a fully developed system.

🏝️ Benefits

• Receive competitive compensation along with an appealing equity plan.

• Plan for your future with a 401(k) program (US) or pension (EU).

• Access medical, dental, vision, and life insurance (US) or statutory healthcare (EU).

• Utilize stipends for wellness, work-from-home equipment & wifi, and learning & development.

• Take advantage of our flexible, generous paid time off policies and paid parental leave.