Director of Business Development (BDR Manager/Director)Neo | Boston, MA (in office) | Full-time | Relocation available for US-based candidatesThe RoleWe are hiring a leader to build and run Neo's business development function from the ground up. This role reports directly to the Head of Marketing. You will recruit, coach, and scale a team of hybrid BDR/SDRs who generate qualified pipeline across inbound and outbound motions.
This is not a traditional BDR leadership role. High-volume sequences, generic cold calls, and spray-and-pray email no longer work, especially on security buyers. CISOs and security managers are among the most heavily prospected, most skeptical audiences in B2B. They delete vendor email on sight and can spot a template in the first line. We need someone who already knows this, has stopped doing it the old way, and has a point of view on what works instead.
You will design a modern prospecting motion where AI does the heavy lifting on research, targeting, personalization, and signal detection, and your team spends its time on the conversations that matter. You will use the best tools on the market and build your own when they fall short.
What You Will Do- Build, hire, and lead a team of hybrid BDR/SDRs covering inbound response and outbound pipeline generation.
- Design an AI-native prospecting engine: agentic research workflows, signal-based targeting, enrichment, personalization at scale, and automated follow-up that doesn't read as automated.
- Evaluate, buy, and build AI tooling for your team, and measure what each tool contributes to pipeline.
- Develop messaging and plays that earn attention from a cynical CISO and security manager audience, in partnership with product marketing.
- Test unconventional channels and tactics: community, content-led outreach, events, peer networks, founder-led and executive-led plays, and ideas we haven't thought of yet.
- Own pipeline metrics, including meetings set, qualified opportunities, conversion rates, and pipeline sourced, and report on them to leadership.
- Partner closely with Sales, Marketing, and RevOps on ICP definition, territory and account strategy, lead routing, and handoff quality.
- Coach reps to become credible in front of security buyers, with a working knowledge of the agentic threat landscape and Neo's platform.
What You Bring- 5+ years in B2B SaaS business development or sales development, with at least 2 years leading BDR/SDR teams.
- Demonstrated, hands-on AI fluency. You can show us the workflows, agents, prompts, and automations you have built or deployed, and the results they drove. Be ready to walk us through them.
- A clear argument for why the traditional BDR playbook is broken, and a track record of replacing it with something that performs.
- Experience building a team or function from scratch, ideally at an early-stage or high-growth company.
- Strong analytical instincts. You run experiments, read the data, and cut what doesn't work quickly.
- Excellent written communication. You can write a first line a CISO will read.
Strongly preferred: experience selling into cybersecurity, IT, or infrastructure buyers. Candidates with other notable B2B tech SaaS backgrounds who bring the right approach are encouraged to apply.
How to Stand OutIn your application, include a short example (a paragraph, a screenshot, a Loom, or a link) of an AI-powered prospecting workflow you built or ran, and what it produced. We weigh this alongside your resume.
LocationThis role is based in our Boston, MA office and requires in-office presence. Relocation assistance is available for the right US-based candidate.
