# Business Development Representative Manager

**Company:** [Cobalt.io](https://hotfix.jobs/companies/cobalt-io)
**Location:** Remote
**Role:** Sales Development
**Salary:** $125k – $156k/yr
**Experience:** 5+ years
**Skills:** Salesloft, Outreach, Apollo, ZoomInfo, LinkedIn Sales Navigator, qualified, orum, nooks, ai sdr, sales engagement tools, sales intelligence tools
**Posted:** 2026-07-15

> Lead and coach a team of outbound BDRs across time zones while optimizing outbound processes, SQO generation, and an AI SDR engine. Requires 5+ years managing BDR teams in cybersecurity, playbook creation experience, and fluency with sales tools.

## Job Description

## Team Leadership & Coaching
- Manage, coach, and develop a team of outbound BDRs across North America and EMEA time zones.
- Run regular 1:1s, call reviews, and pipeline coaching to improve conversion at each funnel stage.
- Coach reps on executive-level communication, discovery, account research, and strategic prospecting for enterprise and mid-market conversations.
- Own hiring, onboarding, and ramp planning for the outbound team.
- Set and manage quotas, and hold reps accountable to activity and outcome metrics.
- Drive improvements to messaging, sequencing, and personalization.
- Build a high-performance, low-ego team culture rooted in continuous improvement and candid feedback.

## Pipeline & SQO Generation
- Partner with Growth Marketing and Sales leadership to translate campaign and ABM priorities into outbound execution.
- Own the outbound contribution to SQO targets; report on pipeline health, conversion, and forecast accuracy.
- Establish operational rigor around activity metrics, conversion rates, and pipeline quality, ensuring consistent execution across the team.
- Diagnose and fix bottlenecks in the outbound funnel (deliverability, response rates, meeting-to-SQO conversion).
- Bring front-line market and prospect feedback back to Growth Marketing and Sales leadership to sharpen targeting and messaging.

## AI SDR Optimization
- Partner cross-functionally with Growth Marketing and RevOps to co-own and maximize the performance of our inbound AI SDR engine.
- Monitor response quality, conversion, and escalation accuracy; drive iterative improvements to prompts, routing logic, and qualification criteria.
- Recommend and implement process changes to improve human/AI handoff on inbound leads.

## Requirements
- 5+ years managing an outbound BDR/SDR team in cybersecurity.
- Demonstrated ability to build process, not just execute an existing one: you've written a playbook, fixed a broken funnel, or stood up a program with limited resources.
- Proven track record hitting SQO/pipeline targets through a managed outbound team.
- Experience managing distributed teams across multiple time zones.
- Hands-on fluency with sales engagement tooling (Salesloft or Outreach), sales intelligence tools (Apollo, ZoomInfo, LinkedIn Sales Navigator), AI SDR tools (Qualified), and dialers (Orum, Nooks).
- Comfort working with or overseeing AI-assisted sales tooling: you don't need to build it, but you need to evaluate and improve it.
- Strong analytical skills; you can read a funnel report and immediately spot where the leak is.
- Direct communication style; comfortable giving and receiving candid feedback.
- High tolerance for ambiguity and fast iteration; you're energized by "figure it out" environments, not looking for a fully built machine.

## Must Have
- Experience in cybersecurity, PTaaS, or a related technical B2B category.
- Prior exposure to AI SDR or conversational AI tooling in a GTM context.
- Direct experience building a BDR playbook from a blank page.

## Success Metrics (First 6 Months)
- Team ramped and hitting activity/outcome quotas within 90 days.
- Measurable improvement in outbound-sourced SQO conversion rate.
- Clear ownership and at least one measurable optimization delivered on the AI SDR engine.

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