Director, Sales Development Job at BitSight
BitSight’s mission is to enable trust in digital transactions. Together, we are transforming how the market governs cybersecurity risk through Security Ratings. BitSight Security Ratings are real-time, data-driven measurements of cyber security performance that help companies, investors, insurers, government agencies and regulators make informed, dynamic risk decisions impacting business results, financial investments and national security.
- Founded in 2011, BitSight transforms how organizations manage information security risk.
- Manage third party risk, underwrite cyber insurance policies, benchmark performance, conduct M&A due diligence and assess aggregate risk.
- Seven of the top 10 cyber insurers, 20% of Fortune 500 companies, and 3 of the top 5 investment banks use BitSight
- BitSight is the most widely used Security Ratings Service with over 2,500 customers and the largest ecosystem of users and information
BitSight is seeking a highly skilled Director of Sales Development. The Sales Development team is one of the first interactions our prospective customers have with BitSight and is a key driver of our growth strategy. The ideal candidate will be a proven sales leader and will have a solid understanding of prospecting, qualifying, and discovery process with experience managing & growing teams in a high velocity sales environment. The Director of Sales Development will have 2 SDR Managers reporting directly to them.
Responsibilities:
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Hire, train, and manage a team of Sales Development Representatives whose role involves prospecting, cold calling, messaging, and building pipeline in a hybrid environment (remote and in office SDRs)
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Lead a team of 30+ SDRs and 2 SDR managers
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Manage day to day activities of the SDR team regarding inbound and outbound prospecting strategies- including live coaching and mentoring, and reviewing inbound lead volume, queues and disposition, call statistics, conversions and pipeline build
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Develop consistent best practices and processes to ensure continuity of customer/prospect research, active prospecting, campaign follow up, messaging, tool utilization and success criteria/measurement
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Own SDR performance metrics and KPIs; Conduct performance reviews and development plans
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Coach, mentor, and provide feedback to improve the skill set and productivity of the team
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Work closely with third party sales tool partners and SDRs to optimize efficiency and effectiveness of pipeline generation activities (Salesforce, SalesLoft, ZoomInfo, Sales Navigator, Drift, DemandBase,HubSpot)
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Help fine tune product messaging and ensure all customer facing communication is consistent and persona/vertical specific
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Create content and conduct weekly training sessions to further develop team and individual skills for career advancement
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Work cross functionally with multiple direct sales leaders and teams (New Logo and Account Management), Partner sales, and Marketing teams to drive towards the ultimate goal of generating revenue
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Motivate and create a productive, competitive, results oriented and rewarding team environment
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Foster open and effective communication between the team and their counterparts in Outside & Inside Sales
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Work with our higher education partnerships to recruit, hire, conduct sales competitions, and onboard throughout the year
Requirements:
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8+ years in SaaS or technology sales, 4+ years of managing a Sales Development team
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Experience and proven track record of successfully managing a large team (15+ people) in a high growth environment
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Strong interpersonal communication (verbal and written) and organizational skills
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Understanding of inbound and outbound sales methodologies and processes
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Working knowledge of prospecting tools like Salesforce, ZoomInfo, SalesLoft, Hubspot, Linkedin Sales Navigator
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Advanced knowledge of Salesforce.com and report building/data analytics
Diversity. BitSight is proud to be an equal opportunity employer. This means we do not tolerate discrimination of any kind and are committed to providing equal employment opportunities regardless of your gender identity, race, nationality, religion, sexual orientation, status as a protected veteran, or status as an individual with a disability.
Culture. We put our people first. BitSight offers best in class benefits. We devote the same energy to nurturing our company's inclusive culture as we apply to serving our customers' needs. Working at BitSight will give you the opportunity to fulfill your professional goals and expand your skills.
Open-minded. If you got to this point, we hope you’re feeling excited about the job description you just read. Even if you don’t feel that you meet every single requirement, we still encourage you to apply. We’re eager to meet people that believe in BitSight’s mission and can contribute to our team in a variety of ways.
Additional Information for United States of America Applicants:
Qualified applicants with criminal histories who are based in San Francisco and applying for remote roles will be considered for employment consistent with the requirements of the San Francisco Fair Chance Ordinance.
This position may be considered a promotional opportunity, pursuant to the Colorado Equal Pay for Equal Work Act.
If you are resident of Colorado or New York City, please email us at recruiting@bitsighttech.com to receive compensation and benefits information for this role.
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