Senior Director, Sales Development

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. 

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.”  SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

About the Role:

We are seeking a dynamic and strategic Senior Director of Sales Development to lead and scale our global BDR team. This role requires a unique blend of hands-on leadership and high-level strategic vision. The ideal candidate will not only set the direction for our outbound and inbound prospecting efforts but also work directly with BDRs in the trenches to fine-tune their approach, share best practices, and drive results. You will collaborate closely with Revenue Marketing and Revenue Operations to align goals, define key targets, and execute on strategies that fuel our pipeline growth. If you are both a coach and a strategist who thrives in fast-paced environments, this is the role for you.

Key Responsibilities:

• Oversee a global team of BDRs, providing guidance, coaching, and mentorship to improve overall performance.
• Foster a high-performance culture by setting clear objectives, performance standards, and fostering accountability.
• Engage with BDRs in the field, sharing best practices in outbound prospecting techniques, including phone, email, social outreach, and use of intent data platforms​​.
• Work closely with Revenue Marketing and Revenue Operations to align BDR strategies with broader company goals.
• Set and monitor pipeline targets, ensuring alignment with sales objectives and growth plans​​.
• Build and refine outbound sales playbooks, including messaging frameworks, targeting, and segmentation strategies​.
• Regularly audit outbound sequences and campaigns to ensure the team is engaging effectively with the right accounts.
• Set up and manage robust reporting frameworks to monitor BDR activity and pipeline metrics.
• Provide detailed analysis and insights on pipeline creation, lead quality, and team performance to senior leadership.
• Implement A/B testing of messaging, cadences, and tools to continuously improve BDR output​.
• Maintain the BDR tech stack, ensuring the team is fully equipped with best-in-class tools such as Salesforce, Outreach.io, ZoomInfo, LeadIQ, and other relevant technologies​​.
• Create a structured training and coaching program to ensure BDRs are skilled in advanced prospecting, objection handling, and pipeline development​​.
• Support career growth within the team by developing clear progression paths and offering continuous professional development opportunities.

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field (Master's degree preferred).
• Proven experience in business development, with a track record of achieving sales and revenue targets preferably in a SaaS environment.
• Strong negotiation and communication skills.
• Excellent leadership and team management abilities.
• Strong expertise in NPS methodology, customer journey mapping, and customer segmentation.
• Proficiency in data analysis tools such as Excel, SQL, or data visualization tools.
• Excellent communication and presentation skills, with the ability to convey complex insights to diverse audiences.
• Strategic mindset with the ability to connect customer insights to business strategies.
• Experience leading and managing teams.
• Analytical thinking, problem-solving skills, and attention to detail.

Benefits:

Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated salary range for this position is $120,000 - 160,000. Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. 

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. 

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact [email protected].

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. 

SecurityScorecard does not accept unsolicited resumes from employment agencies.  Please note that we do not provide immigration sponsorship for this position.    #LI-DNI