Director of Business Development

About Frame Security: The world’s most sophisticated cyber threats are now AI-powered. It’s time for security awareness to evolve. Legacy security training is broken. For years, organizations have relied on static libraries of generic, "one-size-fits-all" content that fails to prepare employees for modern attacks like deepfake executive impersonations, AI-driven social engineering, or "vibe-coded" application threats. At Frame Security, we aren't just building another training library; we are setting the new standard for security awareness. 

Our AI-native platform learns an organization’s unique DNA, its policies, tools, roles, and risks, to generate personalized training and hyper-realistic simulations in minutes. From developers practicing secure coding in Java to finance teams defending against AI-generated voice phishing (vishing), we deliver training that actually reflects an employee’s real work.

Join us as we build the engine that protects the human layer of every organization in the AI era.

Job Summary: We're looking for an experienced Director of Business Development to build, lead, and scale a world-class Business Development organization. This is a true people leadership role responsible for recruiting exceptional talent, developing high-performing BDRs, and creating the systems, processes, and culture that consistently generate qualified pipelines for the business.

You'll own the overall performance of the BDR team, partnering closely with Sales, Marketing, Revenue Operations, and Channel to ensure every lead is handled effectively and every BDR is set up for success. You'll use data to drive decisions, coach managers and individual contributors to higher performance, and continuously optimize the sales development function as Frame grows.

This role is ideal for someone who loves coaching, thrives in a fast-paced startup environment, and enjoys rolling up their sleeves to help the team win.

Key Responsibilities:

Lead & Coach the BDR Team:

• Hire, onboard, and develop high-performing BDRs
• Conduct regular 1:1s, call coaching, role plays, and pipeline reviews
• Create a culture focused on accountability, continuous improvement, and healthy competition
• Help BDRs develop into future Account Executives and sales leaders

Drive Pipeline Generation:

• Own team pipeline creation and meeting generation targets
• Monitor team performance across all key sales development metrics
• Improve conversion rates throughout the outbound and inbound funnel
• Ensure timely follow-up on marketing, partner, and inbound leads
• Forecast BDR pipeline contribution to leadership

Optimize Sales Development:

• Develop and refine outbound strategies, messaging, and prospecting processes
• Partner with Marketing on campaigns, lead quality, and account targeting
• Collaborate with Revenue Operations to improve workflows, reporting, and CRM hygiene
• Establish dashboards, KPIs, and reporting that provide visibility into team performance
• Continuously identify opportunities to improve productivity and efficiency

Success Metrics:

• Team pipeline generated
• Team meetings booked and accepted
• BDR quota attainment
• Pipeline conversion rates across every stage
• Speed-to-lead and follow-up effectiveness
• BDR ramp time and productivity
• Forecast accuracy and CRM data quality

Required Skills & Experience:

• 5+ years of B2B SaaS sales experience, including at least 2–3 years leading an SDR or BDR organization
• Proven track record hiring, developing, and retaining high-performing BDR teams
• Demonstrated success scaling outbound pipeline generation in a high-growth SaaS environment
• Strong coaching and leadership skills with experience developing future sales talent
• Deep understanding of outbound sales, inbound lead management, qualification methodologies, and pipeline generation
• Highly analytical with experience managing teams through KPIs, dashboards, and forecasting
• Experience with Hubspot and modern sales engagement platforms 
• Excellent communication, organizational, and cross-functional leadership skills
• Ability to thrive in a fast-paced startup environment where processes are continuously evolving
• Cybersecurity or enterprise SaaS experience (nice to have)
• Experience building an BDR organization from the ground up
• Experience working with channel-generated pipeline (nice to have)
• Experience implementing AI-powered sales technologies and workflow automation

Benefits:

• Medical, dental and vision insurance.
• Monthly connectivity reimbursement. 
• Unlimited paid time off.
• 401(K) Retirement Savings Plan.
• Free daily on site lunch.
• On site covered parking.

Why frame:

• High Impact: Build and own processes from start to finish that directly impact our product and customers, affecting millions of people.
• Early-Stage Advantage: Join at the ground floor of a category-defining company. The decisions you make today will shape how the world thinks about Human Security tomorrow.
• Built to Win: Frame is backed by world-class investors, operating in a market undergoing a fundamental shift, and has the right team and product.
• Competitive Salary and Meaningful Equity: Our success is your success. Everyone has a meaningful stake in the company.