Being the cybersecurity partner of choice, protecting our digital way of life.
Your Impact
- You’ll lead a team that arguably has one of the toughest jobs in the building - The Business Development team is the glue between marketing and sales, responsible for carrying the baton from marketing lead to sales opportunity - The primary focus of this team is to consistently and efficiently meet a monthly quota of booking “Sales Qualified Opportunities” for the Account Reps
- Oversee the daily activities and quota performance management of individual BDRs to ensure key performance metrics are met
- Mentor new BDRs with training, including product knowledge, buyer personas, competition, tools training, and plenty of role-plays
- Provide BDRs with a coaching cadence of time management, objection handling, prospecting tactics, and active listening skills
- Strategize with sales and marketing counterparts on pipeline and prospecting initiatives to meet company objectives
- Review and maintain metrics to ensure accurate management reports
- Analyze Outreach cadences with an eye towards continual improvement and up-to-date messaging, by buyer persona and by industry
- Work closely with marketing, and sales to ensure the BDR onboarding program and ongoing training is up-to-date and best-in-class Partner with sales and marketing operations to ensure the BDR team has the best tools to do their job, and that they are configured to ensure BDR efficiency and productivity, especially Salesforce, and Outreach
- Ensure sales accepted opportunities are sourced in accordance with company targets, and that our Account Executives have enough opportunities to work with to be fully productive
Your Experience
- Previous work experience managing successful inbound and outbound BDR teams
- Ability to understand technical concepts, possess enthusiasm for technology and to articulate clearly to all levels of technical aptitude
- Ability to adapt quickly to a fast-paced environment
- Proven work experience as a Business Development Manager, Sales Account Executive or Sales Management Role
- Hands-on experience with multiple sales techniques (including cold calls)
- Track record of achieving sales quotas
- Experience with CRM software (e.g. Salesforce)
- Familiarity with MS Excel and/ or Google Suite (analyzing spreadsheets and charts)
- Understanding of sales performance metrics
- Excellent communication and negotiation skills
- Ability to deliver engaging presentations
- BS degree in Marketing, Business Administration or relevant field or equivalent military experience required
All your information will be kept confidential according to EEO guidelines.
The compensation offered for this position will depend on qualifications, experience, and work location. For candidates who receive an offer at the posted level, the starting base salary (for non-sales roles) or base salary + commission target (for sales/com-missioned roles) is expected to be between $151,800/yr to $245,500/yr. The offered compensation may also include restricted stock units and a bonus. A description of our employee benefits may be found .
