We are Bugcrowd. Since 2012, we’ve been empowering organizations to take back control and stay ahead of threat actors by uniting the collective ingenuity and expertise of our customers and trusted alliance of elite hackers, with our patented data and AI-powered Security Knowledge Platform™. Our network of hackers brings diverse expertise to uncover hidden weaknesses, adapting swiftly to evolving threats, even against zero-day exploits. With unmatched scalability and adaptability, our data and AI-driven CrowdMatch™ technology in our platform finds the perfect talent for your unique fight. We aim to create a new era of modern crowdsourced security that outpaces threat actors. Unleash the ingenuity of the hacker community with Bugcrowd, visit www.bugcrowd.com. Based in San Francisco and New Hampshire, Bugcrowd is supported by General Catalyst, Rally Ventures, Costanoa Ventures, and others.
Job Summary
The Director of Inside Sales is responsible for driving sales goals for our Inside Sales Representatives (ISRs) and maximizing transaction quality and volume. This role serves as a foundational pillar for the sales team, balancing high-level leadership with the responsibility of coaching the team and refining departmental systems. You will act as the critical bridge between frontline execution and executive strategy, collaborating with senior leadership to steer the Go-To-Market (GTM) strategy. The ideal candidate is success-driven and thrives in a dynamic, fast-paced environment.
Essential Duties and Responsibilities
- Develop, execute, and oversee comprehensive strategies and plans to achieve set business targets and drive significant revenue growth.
- Actively mentor and coach ISRs on messaging, call techniques, and navigating complex deal cycles to improve overall team conversion rates.
- Partner with sales leadership to provide field-level insights that shape company-wide industry focuses and GTM strategies.
- Utilize CRM tools to manage the end-to-end sales process, track pipeline activity, and provide accurate sales forecasting.
- Design and implement successful sales strategies to identify new business opportunities and nurture existing client relationships.
- Conduct deep-dive reporting and territory analysis to identify untapped growth opportunities and sales patterns.
- Refine and improve sales systems, tools, and internal processes to drive operational efficiency across the department.
- Analyze customer needs regarding business obstacles and scope potential Bugcrowd solutions to maximize market penetration.
- Build and maintain lasting, high-level relationships with clients and internal stakeholders through strong collaboration.
- Set and manage weekly, monthly, and quarterly activity targets for the team to ensure consistent performance.
Experience, Knowledge, Skills, and Abilities
- 5+ years of successful experience in Sales
- Proven track record of high performance in managing end-to-end sales cycles, including prospecting and negotiations.
- Excellent interpersonal and communication skills with the ability to build relationships at all levels of an organization.
- Strong analytical skills used to identify trends, sales patterns, and execute data-driven territory analysis.
- Ability to learn quickly and adapt easily to a changing environment while maintaining a results-driven and proactive nature.
Preferred Skills
- 2+ years of experience managing Inside Sales team
- Direct experience in the cybersecurity or crowdsourced security industry, with a deep understanding of Bugcrowd's solution landscape.
- Advanced proficiency in leveraging sales enablement tools and CRM data to drive departmental upskilling and performance.
- Demonstrated ability to lead and motivate a diverse team in a career-oriented, professional, and fast-paced environment.
Working Conditions and Physical Requirements
- The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.
- Sitting and / or standing - Must be able to remain in a stationary position 50% of the time
- Carrying and / or lifting - Must be able to carry / move laptop as needed throughout the work day.
- Work Environment – This position is primarily office-based and requires working onsite at the Bugcrowd New Hampshire office five days per week in a collaborative sales environment.
Pay Range Disclosure:
At Bugcrowd, we strive for fairness, equality and to create an environment that allows our people to perform at their very best. Our compensation philosophy is to foster a collaborative community that rewards, attracts and retains the best possible talent. The provided salary details are based on US national averages and we retain the flexibility to tailor to the needs of the business.
The national estimate for the current base range for the position is $136,000. - $170,000.
This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.
Culture
- At Bugcrowd, we understand that diversity in the workplace is vital to a company’s success and growth. We strive to make sure that people are included and have a sense of being part of making Bugcrowd not only a great product but a great place to work.
- We regularly hear from both customers and researchers that Bugcrowd feels like a family, and we strive to maintain that internally as well.
- Our team consists of a broad range of people: musicians, adventure sports junkies, nature lovers, parents, cereal enthusiasts, night owls, cyclists, artists—you get the point.
At Bugcrowd, we are solving security threats and vulnerabilities that are relevant to everyone, therefore we believe solving these problems takes all kinds of backgrounds. We value the perspectives and experiences people from underrepresented backgrounds bring.
Disclaimer
This position has access to highly confidential, sensitive information relating to the technologies of Bugcrowd. It is essential that the applicant possess the requisite integrity to maintain the information in the strictest confidence.
The company is authorized to obtain background checks for employment purposes under state and federal law. Background checks will be conducted for positions that involve access to confidential or proprietary information (including trade secrets).
Background checks may include Social Security verification, prior employment verification, personal and professional references, educational verification, and criminal history. Applicants with conviction histories will not be excluded from consideration to the extent required by law.
Any personal data you submit in connection with your application will be processed in compliance with Bugcrowd's Privacy Policy, which you may review here: https://www.bugcrowd.com/privacy.
Equal Employment Opportunity:
Bugcrowd is EOE, Disability/Age Employer.
Individuals seeking employment at Bugcrowd are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.
Bugcrowd is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Bugcrowd will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact HR at ADA at bugcrowd.com.
Apply at: https://www.bugcrowd.com/about/careers/
Skills Required
- 5+ years of successful experience in Sales
- Proven track record managing end-to-end sales cycles, including prospecting and negotiations
- Excellent interpersonal and communication skills to build relationships at all organizational levels
- Strong analytical skills to identify trends, perform territory analysis, and execute data-driven strategies
- Ability to learn quickly, adapt to change, and maintain a results-driven attitude
- Experience using CRM tools to manage pipeline, sales process, and provide accurate forecasting
- Ability to work onsite at Bugcrowd New Hampshire office five days per week
- 2+ years managing an Inside Sales team
- Direct experience in cybersecurity or crowdsourced security industry
- Advanced proficiency leveraging sales enablement tools and CRM data to drive performance
- Demonstrated ability to lead and motivate a diverse team in a fast-paced environment
What We Do
Bugcrowd is the #1 crowdsourced security platform. More enterprise organizations trust Bugcrowd to manage their bug bounty, vulnerability disclosure, attack surface management and next-gen pen test programs. By combining the largest, most experienced triage team with the most trusted hackers around the world, Bugcrowd generates better results, reduces risk through remediation advice, and empowers organisations to release secure products to market faster — with no hidden fees.
