We are Bugcrowd. Since 2012, we’ve been empowering organizations to take back control and stay ahead of threat actors by uniting the collective ingenuity and expertise of our customers and trusted alliance of elite hackers, with our patented data and AI-powered Security Knowledge Platform™. Our network of hackers brings diverse expertise to uncover hidden weaknesses, adapting swiftly to evolving threats, even against zero-day exploits. With unmatched scalability and adaptability, our data and AI-driven CrowdMatch™ technology in our platform finds the perfect talent for your unique fight. We aim to create a new era of modern crowdsourced security that outpaces threat actors. Unleash the ingenuity of the hacker community with Bugcrowd, visit www.bugcrowd.com. Based in San Francisco and New Hampshire, Bugcrowd is supported by General Catalyst, Rally Ventures, Costanoa Ventures, and others.
Job Summary:
The Director of Global Sales Development leads a team of Mid-market and Enterprise SDRs supporting the North America, EMEA, and APJ regions. This role will partner with sales, marketing, and operations leaders to define and execute on GTM processes, prospecting strategy, lead management, and pipeline development.
Essential Duties and Responsibilities
- The primary responsibility of this role is to be a strong contributor of pipeline and market value for our sales team, marketing team, and customers.
- Develop the prospecting and qualification playbook for global SDRs taking into consideration regional nuances, company targets, and industry best practices
- Partner with sales and marketing operations to ensure the SDR team has the best tools to do their job, and that they are configured to ensure SDR efficiency and productivity, especially salesforce.com
- Motivate and develop SDRs in alignment to our leveling concept in order to exceed goals through coaching and incentives and grow their careers. A successful candidate will be equal parts business manager and talent developer.
- Build a word-class sales and business development team. Recruit, train, and develop a global team of SDRs
- Partner closely with Marketing leadership to ensure high-quality activity and drive return on marketing investment with SDR support.
- Partner with sales to develop territory and account prioritization strategies, create opportunities in new accounts, and deliver value for both sales and customers.
- Monitor handoff and opportunity progression through the funnel, focus on qualified opportunity, pipeline, and revenue generation, and adapt the SDR model accordingly.
- Become a trusted partner to marketing and sales leadership, and develop a clear and productive feedback loop to both teams.
- Work closely with regional Team Leads in North America and EMEA to inform process and strategy
- Provide clear, passionate, and open-minded coaching to Team Leads and SDR individual contributors as needed.
- Ensure clarity in responsibility and expectations, and eliminate barriers to success.
Education, Experience, Knowledge, Skills, and Abilities
- Candidates for this role should have a minimum of 5 years of experience in Sales or Sales Development, and a minimum of 5 years of experience in a management capacity.
- Ideal candidates will have operated as an SDR at some point in their career.
- Comprehensive knowledge of the field's concepts and principles.
- Performs complex tasks typically following established processes.
- Marketing and campaign generation experience is a plus.
- Proven track record of delivering sales pipeline
- Ability to attract, retain, and motivate exceptional SDRs
- Experience leading and supporting new business efforts
- Outstanding written and oral communication skills
- Excellent interpersonal skills
- Advanced project management skills
- Well-organized, attentive to detail, skilled in setting priorities and meeting deadlines, and able to handle multiple tasks simultaneously
Working Conditions
- The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.
- Sitting and/or standing - Must be able to remain in a stationary position 50% of the time
- Carrying and /or lifting - Must be able to carry / move laptop as needed throughout the work day.
- Environment - Office part of the time
ADA Statement
Bugcrowd is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Bugcrowd will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact HR at ada@bugcrowd.com.
Pay Range Disclosure:
The base pay range for this role takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to Qualifications, Geographical Location, Education/certifications, Experience, Skill Sets, Training, and other business and organizational needs.
A reasonable estimate of the current range for the position of Director of Global Sales Development is: $$155,000 - $180,000.
This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.
Culture
- At Bugcrowd, we understand that diversity in the workplace is vital to a company’s success and growth. We strive to make sure that people are included and have a sense of being part of making Bugcrowd not only a great product but a great place to work.
- We regularly hear from both customers and researchers that Bugcrowd feels like a family, and we strive to maintain that internally as well.
- Our team consists of a broad range of people: musicians, adventure sports junkies, nature lovers, parents, cereal enthusiasts, night owls, cyclists, artists—you get the point.
At Bugcrowd, we are solving security threats and vulnerabilities that are relevant to everyone, therefore we believe solving these problems takes all kinds of backgrounds. We value the perspectives and experiences people from underrepresented backgrounds bring.
Disclaimer
This position has access to highly confidential, sensitive information relating to the technologies of Bugcrowd. It is essential that the applicant possess the requisite integrity to maintain the information in the strictest confidence.
The company is authorized to obtain background checks for employment purposes under state and federal law. Background checks will be conducted for positions that involve access to confidential or proprietary information (including trade secrets).
Background checks may include Social Security verification, prior employment verification, personal and professional references, educational verification, and criminal history. Applicants with conviction histories will not be excluded from consideration to the extent required by law.
Equal Employment Opportunity:
Bugcrowd is EOE, Disability/Age Employer.
Individuals seeking employment at Bugcrowd are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.
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Apply at: https://www.bugcrowd.com/about/careers/