Director, Business Development

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

📋 Description

• Develop Nightfall's SDR team, which includes structuring the team, creating a hiring plan, overseeing recruitment, onboarding, and ramping processes.

• Create the outbound strategy, encompassing target accounts, personas, account tiering, sequences, and multi-channel initiatives.

• Establish the weekly operational cadence.

• Manage inbound follow-up, ensuring prompt response times and appropriate routing standards.

• Define performance metrics for activity levels, meetings conducted, qualified opportunities, pipeline health, and conversion rates.

• Present performance metrics to sales leadership.

• Set standards for qualification and handoff processes with Account Executives (AEs).

• Collaborate with the marketing team on campaign follow-up, messaging strategies, lead scoring, and event outreach.

• Integrate market feedback into ongoing campaigns.

• Coordinate SDRs with Enterprise and Commercial AEs and channel partners.

• Mentor and develop the team through call evaluations, messaging insights, and one-on-one sessions.

• Establish a career progression pathway from SDR to AE.

• Oversee SDR tools, data management, and reporting in Salesforce and sequencing platforms.

• Collaborate with Revenue Operations to design the SDR compensation structure.

• Leverage AI tools such as Claude for account research, personalization, list creation, and reporting.

• Report directly to the Chief Revenue Officer.

⛳️ Requirements

• Proven experience in building an SDR or BDR team from inception, or leading a significant overhaul at a B2B SaaS startup.

• Several years of experience managing SDR or BDR teams, including hiring, ramping, coaching representatives, and facilitating their promotion to AE roles.

• Background in selling to security or IT stakeholders, particularly CISOs and security teams within mid-market and enterprise organizations.

• Demonstrable success in securing meetings, generating qualified opportunities, and meeting pipeline targets, backed by quantifiable results.

• Proficient in executing both outbound and inbound sales strategies.

• Experience collaborating closely with marketing on campaigns, messaging, and lead conversion efforts.

• Established experience in defining qualification criteria and SDR-to-AE transition processes.

• Proficiency in Salesforce and a sequencing tool such as Outreach or Salesloft.

• Comfortable in creating reports.

• AI-focused mindset with experience utilizing tools like Claude or similar technologies to streamline and enhance workflow.

• Knowledge in data security, DLP, or related security fields is a plus.

• Experience working with channel partners or resellers on collaborative pipelines is advantageous.

• Familiarity with constructing an SDR compensation plan or sales development career framework is a bonus.

🏝️ Benefits

• Variable compensation.

• Equity and stock options.

• Support for accommodations during the interview process.

• Commitment to an equal-opportunity and inclusive workplace.

• Access to a diverse and global talent pool.

• Encouragement to use AI tools during the interview take-home assessment.