Senior Manager, BDR

Salt Security is the original API Security vendor pioneering the market as the first vendor in 2018. Since then we have exhibited hyper-growth in a number of customers, threats stopped, and revenue. We saw API security as the security battleground of the future years ago as APIs started to form the foundation of the application innovation needed to drive business success today. Across banks, retail and transportation, IoT, autonomous vehicles, and smart cities, every modern app depends on APIs. Attackers realize APIs are the conduits to all sorts of valuable data and services – within the year, APIs are predicted to be the number one application threat vector. Without secure APIs, businesses cannot rapidly innovate. Salt Security has delivered the only patented solution to discover all APIs and their exposed data, stop API attackers, and provide remediation details for dev teams to write more secure APIs.

At Salt, we’re passionate about what we do. We work as a team and embrace new ideas, wherever they come from. We also enjoy all the benefits of a startup environment, including quickly seeing the results of your work, making an outsized impact on our company, and solving diverse challenges.

Want to make a big difference? We encourage you to apply!

The Manager of Global Business Development will be responsible for leading the growth of our business development team globally. The role will focus on guiding the opportunity pipeline and talent pipelines.

Job Title: Senior Manager, Global Business Development

Job Overview:

The Manager, Business Development is responsible for overseeing the business development throughout the team and driving the lead generation process to ensure a robust sales pipeline. This role focuses on developing and implementing strategies to identify and qualify prospective customers, ensuring seamless handoff to the sales team, and optimizing the business development process for maximum efficiency and effectiveness.

Key Responsibilities:

• Team Leadership and Management:

• Recruit, train, and manage a team of Business Development Representatives (BDRs).

• Set clear performance goals, provide ongoing coaching and feedback, and conduct regular performance reviews.

• Foster a positive and high-energy team culture that motivates and retains top talent.

• Lead Generation and Qualification:

• Develop and implement strategies to identify and qualify leads through various channels, including cold calling, email campaigns, social media, and events.

• Ensure the team meets or exceeds daily, weekly, and monthly lead generation targets.

• Monitor and analyze lead generation metrics to identify areas for improvement and implement corrective actions.

• Process Optimization:

• Design and optimize business development processes to improve efficiency and effectiveness.

• Implement and maintain CRM systems to track lead activity, manage the sales pipeline, and generate reports.

• Continuously refine lead scoring criteria to ensure high-quality leads are passed to the sales team.

• Collaboration with Sales and Marketing:

• Work closely with the sales team to ensure smooth handoff of qualified leads and alignment on target accounts and strategies.

• Collaborate with the marketing team to develop and execute campaigns that drive lead generation.

• Provide feedback to marketing on the effectiveness of campaigns and suggest improvements based on data analysis.

• Reporting and Analytics:

• Track and report on key performance metrics, including lead volume, conversion rates, and pipeline growth.

• Provide regular updates to senior management on the performance of the business development team.

• Use data-driven insights to make strategic recommendations and adjustments to the business development process.

• Training and Development:

• Develop and deliver training programs to enhance the skills and knowledge of the business development team.

• Stay updated on industry trends, sales techniques, and best practices to ensure the team remains competitive.

• Mentor BDRs to support their professional growth and career advancement within the company.

Qualifications:

• Education:

• Bachelor’s degree in Business Administration, Marketing, or a related field. MBA preferred.

• Experience:

• Minimum of 5 years of experience in business development, lead generation, or a related role.

• At least 2 years of experience in a leadership or management position.

• Skills:

• Strong leadership and team management skills.

• Excellent communication, interpersonal, and negotiation skills.

• Proficiency in CRM software and business automation tools.

• Analytical mindset with the ability to interpret data and make data-driven decisions.

• Strong organizational and project management skills.

• Strong proficiency in leveraging AI-powered sales tools and generative AI to optimize lead generation, enhance personalization, improve lead scoring, and drive data-driven business development strategies.