Director of Sales Development

Summary

Join HackerOne as a Director of Sales Development and lead an established SDR team, enhancing pipeline generation. Reporting to the VP, Demand Generation, you'll leverage an all-bound sales development model to market a disruptive cybersecurity product portfolio. Ideally located in the Eastern US time zone, this remote position (Austin, TX or Washington, DC) requires occasional in-person collaboration. You will manage SDRs in the US and UK, align with global sales and marketing, ensure KPI attainment, determine quotas, create SDR standards, and automate workflows. This role demands strong leadership and experience in B2B SaaS sales development.

Requirements

• 12+ years of experience in sales development, including 5+ years in a leadership or management role
• Experience as an individual contributor on a sales development or inside sales team
• Experience working in sales development for a B2B software or SaaS company
• Experience with Salesforce, LinkedIn Sales Navigator, 6sense, Outreach desired
• Strong written and verbal communication skills

Responsibilities

• Manage an existing team of SDRs based in the U.S. and U.K., as well as two regional managers
• Align with global marketing and sales leaders and teams to predictably fill the pipeline with qualified meetings
• Ensure the sales development KPIs are being hit on a monthly and quarterly basis by conducting regular assessment of progress
• Determine and assign quotas
• Create SDR standards and best practices for setting meetings, lead notes and measuring SDR-sourced pipeline
• Create outreach and follow-up sequences for SDRs
• Work with marketing operations to automate workflows
• Train and coach SDRs to maximize attainment

Preferred Qualifications

• Experience with Drift, Salesloft, Gong, Highspot
• Experience in the cybersecurity industry
• Proficient with social media

Benefits

• Health (medical, vision, dental), life, and disability insurance
• Equity stock options
• Retirement plans
• Paid public holidays and unlimited PTO
• Paid maternity and parental leave
• Leaves of absence (including caregiver leave and leave under CO's Healthy Families and Workplaces Act)
• Employee Assistance Program
• Flexible Work Stipend