The RoleWe're hiring a Business Development Team Lead to help us connect with the security leaders who need us most, while also raising the performance of the BDR team as a whole.
This position plays a critical role in growing our pipeline - both through direct prospecting and by coaching, guiding, and holding the BDR team accountable to a consistent standard. It's a great opportunity for someone who wants to grow into sales leadership, sharpen a team's execution, and be part of building something great from the ground up.
What You'll Do- Own the first interaction with prospects - whether it starts with an inbound inquiry or your own outreach - and continue carrying a personal pipeline-generation quota
- Qualify leads by understanding business needs, uncovering challenges, and mapping them to how Brinqa can help
- Coach, mentor, and onboard BDR team members - sharing what works on calls, in outreach sequences, and in objection handling
- Monitor team activity, pipeline health, and quota attainment; flag gaps early and course-correct with individual reps
- Partner closely with Sales leadership to convert qualified leads into real opportunities and to refine the lead-to-opportunity handoff process
- Run team pipeline reviews and report on team-level metrics and results to management
- Follow up on marketing campaigns and events, and help the team prioritize and divide the resulting lead flow
- Join field sales meetings and virtual events to stay close to messaging and target audience, and relay insights back to the team
- Serve as an escalation point for the team on tooling, process, and prospect-handling questions
- Keep lead activity and notes organized in Salesforce and tools like Outreach or Salesloft, and help enforce consistent team-wide hygiene
- Develop and maintain the team's shared understanding of how Brinqa stacks up against other solutions, and use that to sharpen team messaging
What You'll Need- 5 + years of experience in B2B sales, ideally in cybersecurity, SaaS, or IT, including demonstrated quota attainment as a BDR/SDR
- Prior experience informally leading, mentoring, or training other reps - official management experience not required, but a track record of raising others' performance is
- Strong communication skills - clear, professional, and personable, including the ability to give direct, constructive feedback
- Comfortable navigating both cold outreach and warm inbound leads, and coaching others through the same
- Highly organized and able to manage multiple conversations, priorities, and team members' workloads at once
- Fluency with tools like Salesforce, LinkedIn, ZoomInfo, and Outreach or Salesloft, including reporting and pipeline dashboards
- A genuine interest in cybersecurity and in developing other people, not just closing your own activity
Nice to Have- Experience supporting demand generation or marketing programs
- Working knowledge of security, risk, or compliance tools
- Prior experience building or improving BDR playbooks, call scripts, or onboarding materials
- A degree is great, but not required - we care more about what you and your team can do
