Lead BDR/ Lead SDR

We are seeking a high-energy and results-driven Business Development Team Lead to both manage and contribute to our team of Business Development Representatives (BDRs). This is a player-coach role, ideal for a top-performing BDR from the cybersecurity or software security space who is ready to take the next step into leadership. You will be responsible for leading a team of BDRs by example, providing the coaching and strategic guidance they need to succeed in a complex, technical market. You will also carry your own individual quota for generating qualified sales opportunities with our target personas (e.g., CISOs, SOC Directors, IT Security leaders). The ideal candidate is a master of outbound prospecting, a natural leader, and has a proven track record of consistently exceeding targets in B2B tech or security sales.
Key Responsibilities
Team Leadership & Management (Approx. 50-60% of time)
Coaching & Mentorship: Provide daily hands-on coaching, conduct 1:1s, and run team meetings to develop your BDRs skills in prospecting, messaging complex security concepts, handling technical objections, and lead qualification.
Performance Management: Monitor and report on key performance indicators (KPIs) for the team, including activity metrics, conversion rates (e.g., MQL to SQL), and quota attainment.
Strategy & Process: Help refine and execute the teams outbound prospecting strategy. Identify and implement process improvements to increase efficiency and effectiveness in targeting security leaders.
Hiring & Onboarding: Partner with sales leadership to recruit, interview, and onboard new BDRs.
Motivation: Foster a positive, high-energy, and collaborative team culture that celebrates wins and learns from failures.
Collaboration: Act as the key liaison between the BDR team and their Account Executive (AE) partners, ensuring seamless lead handoffs and strong alignment on territory and account strategy.
Individual Contribution (Approx. 40-50% of time)
Quota Attainment: Consistently meet or exceed your own individual monthly/quarterly quota for qualified sales opportunities.
Prospecting: Lead by example by identifying and targeting strategic accounts, running multi channel outbound campaigns (call, email, social) to security practitioners, and booking high quality meetings.
Mastery: Serve as the subject matter expert for the team on prospecting techniques, our AI security value proposition, and our sales engagement tools (e.g., Salesforce, Outreach/SalesLoft, LinkedIn Sales Navigator).
Testing: Pilot new outreach strategies, messaging, and tools before rolling them out to the team
Requirements
Required Qualifications & Experience
4+ years of experience in a B2B sales development (BDR/SDR) role, with a strong preference for experience in cybersecurity in USA region
Proven Track Record: A history of consistently being a top performer and exceeding individual quotas.
Leadership Aspiration: Formal or informal leadership experience (e.g., senior team member, mentor, new hire buddy, running team trainings).
Tech Stack Proficiency: Expert-level user of Salesforce (or similar CRM) and sales engagement platforms (e.g., SalesLoft, Outreach).
Expert Communicator: Exceptional verbal and written communication skills, with the ability to distill complex software security concepts into clear, compelling outreach.
Process-Oriented: Highly organized, data-driven, and skilled at managing multiple priorities.
Resilience: A self-starter with a positive attitude and the ability to thrive in a fast-paced, dynamic startup environment.
Preferred Qualifications
2+ years of experience in a formal BDR/SDR management or team lead role.
Direct experience selling to Security Operations (SOC) or GRC teams.

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Familiarity with cybersecurity concepts and tools (e.g., SIEM, XDR, SOAR, Threat Hunting).
Experience with Account-Based Marketing (ABM) methodologies.
Bachelors degree or equivalent experience.
Benefits

• Be part of a fast-growing, mission-driven team led by industry leaders.
  
• Competitive compensation and benefits.
  
• Opportunity to work with global, market-leading customers and next-generation AI technology.
  
• Remote-first work environment, with flexibility and periodic travel for strategic engagements.