Business Development Representative – Manager

🕒 Julho 15

🇺🇸 Estados Unidos – Remoto (EUA)

💵 $124.800 - $156.000 / ano

⏰ Tempo Integral

🟡 Pleno

🟠 Sênior

💰 Desenvolvimento de Negócios (BDR)

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Cobalt

SiteLinkedInTodas as Vagas

201 - 500 funcionários

🔐 Segurança

☁️ SaaS

Security • SaaS

A Cobalt é um provedor líder de serviços de segurança ofensiva, especializado em soluções modernas de pentest. Eles oferecem uma plataforma abrangente que inclui testes dinâmicos de segurança de aplicações, segurança de rede e segurança em nuvem. Conhecida como pioneira no Pentest como um Serviço (PtaaS), a Cobalt permite que as organizações escalem seus esforços de segurança de forma eficiente, com acesso sob demanda a um grupo de pentesters especializados. Seus serviços são projetados para ajudar as empresas a identificar riscos e proteger sua infraestrutura de maneira eficiente, garantindo a conformidade com os padrões da indústria. A abordagem inovadora e a comprovada experiência da Cobalt ajudam as empresas a reduzir riscos de segurança e melhorar sua postura geral de segurança.

Descrição

• Manage, coach, and develop a team of outbound BDRs across North America and EMEA time zones. • Run regular 1:1s, call reviews, and pipeline coaching to improve conversion at each funnel stage. • Coach reps on executive-level communication, discovery, account research, and strategic prospecting for enterprise and mid-market conversations. • Own hiring, onboarding, and ramp planning for the outbound team. • Set and manage quotas, and hold reps accountable to activity and outcome metrics. • Drive improvements to messaging, sequencing, and personalization. • Build a high-performance, low-ego team culture rooted in continuous improvement and candid feedback. • Partner with Growth Marketing and Sales leadership to translate campaign and ABM priorities into outbound execution. • Own the outbound contribution to SQO targets; report on pipeline health, conversion, and forecast accuracy. • Establish operational rigor around activity metrics, conversion rates, and pipeline quality, ensuring consistent execution across the team. • Diagnose and fix bottlenecks in the outbound funnel (deliverability, response rates, meeting-to-SQO conversion). • Bring front-line market and prospect feedback back to Growth Marketing and Sales leadership to sharpen targeting and messaging. • Partner cross-functionally with Growth Marketing and RevOps to co-own and maximize the performance of our inbound AI SDR engine. • Monitor response quality, conversion, and escalation accuracy; drive iterative improvements to prompts, routing logic, and qualification criteria. • Recommend and implement process changes to improve human/AI handoff on inbound leads.

🎯 Requisitos

• 5+ years managing an outbound BDR/SDR team in cybersecurity. • Demonstrated ability to build process, not just execute an existing one: you've written a playbook, fixed a broken funnel, or stood up a program with limited resources. • Proven track record hitting SQO/pipeline targets through a managed outbound team. • Experience managing distributed teams across multiple time zones. • Hands-on fluency with sales engagement tooling (Salesloft or Outreach), sales intelligence tools (Apollo, ZoomInfo, LinkedIn Sales Navigator), AI SDR tools (Qualified), and dialers (Orum, Nooks). • Comfort working with or overseeing AI-assisted sales tooling: you don't need to build it, but you need to evaluate and improve it. • Strong analytical skills; you can read a funnel report and immediately spot where the leak is. • Direct communication style; comfortable giving and receiving candid feedback. • High tolerance for ambiguity and fast iteration; you're energized by "figure it out" environments, not looking for a fully built machine.

🏖️ Benefícios

• Earn competitive compensation and an attractive equity plan. • Save for the future with a 401(k) program (US) or pension (EU). • Benefit from medical, dental, vision and life insurance (US) or statutory healthcare (EU). • Leverage stipends for wellness, work-from-home equipment & wifi, and learning & development. • Make the most of our flexible, generous paid time off and paid parental leave.