We are seeking a Senior Manager / Director of Business Development to lead and scale
our BDR team. This leader will be responsible for daily operations, coaching, and pipeline
generation strategy for the mid-market segment. The ideal candidate combines proven
leadership experience with a technology-forward mindset, leveraging AI, automation, and data
to drive the next generation of sales development.
Responsibilities:
Daily Operations & Coaching
● Own the day-to-day management of the BDR team: activity tracking, pipeline pacing,
and performance reviews.
● Run daily standups, call blitzes, and roleplay sessions to sharpen messaging and
objection handling.
● Provide consistent 1:1 coaching to develop BDRs’ skills across cold calling, email
personalization, social outreach, and qualification.
● Build playbooks, talk tracks, and outreach sequences to ensure consistency and quality.
Foster a culture of accountability and motivation through clear goals, recognition, and
career development.
Pipeline Generation; Strategy:
● Define and execute the outbound strategy for Enterprise and Mid-market segment
● Partner with Marketing and AEs on account prioritization, campaigns, and persona-
driven messaging.
● Ensure balanced, scalable pipeline creation across regions, verticals, and campaigns.
Technology; AI-Forward Innovation:
● Adopt and optimize AI-powered prospecting and enrichment tools to increase team
output.
● Continuously evaluate and implement new technology (AI Outbounding, data
automation, sequencing platforms) to stay ahead of industry shifts.
● Develop scalable workflows that balance automation with personalized engagement.
Process & Metrics:
● Establish KPIs for activity, conversion rates, and sourced pipeline.
● Partner with RevOps to build dashboards and reports for real-time visibility.
● Drive continuous process improvement through testing, feedback, and analytics.
Cross-Functional Collaboration:
● Work closely with Marketing to align on campaigns, messaging, and event follow-up.
● Partner with Sales Leadership to ensure BDRs are generating qualified pipeline.
● Collaborate with Product Marketing to refine persona-based targeting and talk tracks.
Qualifications:
● 5+ years in a BDR/SDR leadership role.
● Proven ability to build and scale a team from scratch in a high-growth environment.
● Strong operator with hands-on management experience: running daily standups,
coaching sessions, and process adherence.
● Expertise with GTM tech like Outreach, Zoominfo
● Passion for leveraging AI, automation, and data-driven workflows to evolve the BDR
function.
● Excellent communicator, motivator, and cross-functional collaborator.
Employee Benefits
Our competitive benefits packages are designed to support our employees' well-being, both at work and at home. Our US based employees enjoy:
- Competitive compensation with equity and 401k
- Comprehensive healthcare with dental and vision coverage
- Flexible paid time off and paid holiday time off
- 12 weeks of new parent or family leave
- Personal and professional development resources
For more details on our US benefits, or for information on our international benefits, please see here.
Pay Transparancy
Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate. In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for sales commission or incentive compensation based on the role or function within the company.
At Obsidian, we are proud to be an equal-opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization. If you have a need that requires accommodation, please contact [email protected]
Information collected and processed as part of any job applications you choose to submit is subject to Obsidian’s Applicant Privacy Policy.
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What We Do
Protect your business-critical applications by mitigating threats and reducing risk with Obsidian, the first truly comprehensive security solution for SaaS. The company is backed by Greylock Partners, Wing, GV and Norwest Venture Partners.
