Business Development Representative – Manager

🔥 0 minutes ago

🇺🇸 United States – Remote

💵 $124.8k - $156k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

💰 Business Development (BDR)

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Cobalt

WebsiteLinkedInAll Job Openings

201 - 500 employees

🔐 Security

☁️ SaaS

Security • SaaS

Cobalt is a leading provider of offensive security services, specializing in modern pentesting solutions. They offer a comprehensive platform that includes dynamic application security testing, network security, and cloud security. Known as the pioneers of Pentest as a Service (PtaaS), Cobalt allows organizations to efficiently scale their security efforts with on-demand access to a pool of expert pentesters. Their services are designed to help businesses identify risks and secure their infrastructure efficiently while ensuring compliance with industry standards. Cobalt's innovative approach and proven experience help companies reduce security risks and improve their overall security posture.

📋 Description

• 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.

🎯 Requirements

• 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.

🏖️ Benefits

• 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.