Full-Time BDR Manager
Job Description
Company Background
Designed by analysts but built for the entire team (security operations, threat intelligence, incident response and security leadership), ThreatConnect’s intelligence-driven security operations platform is the only solution available today with intelligence, automation, analytics, and workflows in a single platform. Centralize your intelligence, establish process consistency, scale operations, and measure your effectiveness in one place. To learn more about our threat intelligence platform (TIP) or security orchestration, automation, and response (SOAR) solutions, visit ThreatConnect.com.
Job Description
Business development and pipeline creation are at the forefront of the sales process and are the most important factors for this role. The BDR team serves the crucial functions of qualifying our wealth of marketing generated leads via webinars, events, workshops, downloads and engagement. As a BDR manager you will spearhead the prospecting team in generating net-new pipeline. The business development manager is responsible for leading a team of business development representatives and generating opportunities and pipeline as well as creating future sales reps.
Responsibilities Include
- Develop best practices for operating strategies and provide direction for the business development team, help to hire, onboard, train and manage BDRs
- Create and manage KPI metrics including net pipeline added, meetings created meeting attended, calls made and emails made
- Ensure BDR team meets personal and team monthly, quarterly and annual goals
- Provide guidance and instruction on a day-to-day basis to ensure team members
- understand and execute their responsibilities
- Work in conjunction with Marketing & Sales leaders to create SalesLoft campaigns that are targeted by vertical or by region to help drive attendance to events, prepare team with information on current campaigns and talk tracks and insure all leads are worked in a timely manner
- Ensure that marketing qualified leads (MQLs) are converting to opportunities and supporting sales pipeline growth
- Enhance processes to achieve lead generation goals, report on metrics, and obtain KPIs
- Hold weekly one-on-one meetings with team members to evaluate progress and discuss professional development
- Empower team members to work hard and foster a culture of inclusivity and collaboration
- Utilize sales automation and prospecting tools to drive efficient outreach. Tools include but are not limited to Pardot, Salesforce, Salesloft, LinkedIn, and ZoomInfo
Things You Will Do
- Proactively lead a team of 4-8 BDR’s to tactically and creatively prospect for new logo business
- Work intimately with your peers including Marketing, Product Marketing, Sales, and Finance to ensure BDR’s are aligning to corporate goals
- Mentor, train, and develop sales strategies for the BDR teams to be more effective, while iterating until we find the right methodologies for success
1-3-6-12 Month Plan
On day one we’ll expect you to…
- Understand the cybersecurity industry and identify where threat intelligence, security operations, and incident response fit within it
- Pipeline management and forecasting
At 3 months we’ll expect you to…
- Clearly and confidently communicate ThreatConnect’s value proposition and understand the buyer profile’s challenges
- Create and qualify new logo pipeline opportunities
- Report in KPI’s & Trends within the BDR team
- Built BDR dashboards from which to run the business
At 6 months we’ll expect you to..
- Create and continue to build a qualified pipeline
- Created you first closed won opportunities from the BDR team
- Hire 1-2 more BDR’s
At 12 months we’ll expect you to..
- Consistent pattern of close new logo business
- Created a consistent patter of Net Pipeline add as well KPI’s
- Impact strong and efficient pipeline management
- Do the above with minimal guidance
Team Culture
Our team emphasizes…
- Integrity
- Collaboration
- Proactiveness
- Innovation
- Drive
- You get to work with big name organizations and solve critical problems
- Favorable commission
- Great corporate benefits
- Fun events and campaigns
Requirements
Required Qualifications:
- 3-5 years of experience in sales or business development in a B2B environment
- Experience in a team lead or management role
- Ability to track and forecast sales pipeline and revenue growth
- Exceptional time management and organization skills
- Ability to work in a fast-paced, collaborative environment
- Experience using Salesforce software to track sales activities
- Preferred previous use of Pardot, and/or Salesloft
Desired Qualifications:
- Bachelor’s degree in business or related field
Benefits
Work-Life Balance:
- Unlimited Paid Time Off (PTO)
- Employee recognition program with quarterly awards
- Employee referral program
- Military leave options available
- Education reimbursement program for job-related college courses and professional training
- Quarterly events with your geographic team
- Annual company party
Medical:
- MEDICAL PREMIUM FOR INDIVIDUALS AND FAMILIES ARE 100% COVERED
- Prescription drug coverage
- Dental coverage
- Vision coverage
- Company-paid short term and long term disability
- Company-paid insurance and AD&D coverage
- Pet Insurance
Financial:
- 401K retirement savings plan with company matching program up to 6%
- Health Savings Account
- Flexible Spending Accounts (medical, dependent care, transit and parking)
- Cell phone stipend
- Paid Parental Leave
- Paid Bereavement Leave
Research shows that while men apply to jobs when they meet about 60% of job criteria, women and individuals from marginalized groups tend to apply only when they check every box. If you think you have what it takes but you’re not sure that you check every box, apply anyway!
How to Apply
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