Reports to: CRO

Location: Hybrid Tampa, FL

Deepwatch is seeking a Director of Business Development to build a predictable outbound pipeline generation engine while ensuring operational excellence for inbound qualification for our Managed Detection and Response (MDR) solutions.

This leader will be responsible for developing the business development strategy, leading a high-performing team of Sales Development Representatives (SDRs), designing, operating, measuring, and continuously improving outbound prospecting motions, and partnering closely with Sales, Marketing, and Channel teams to build a predictable, high-quality pipeline.

Success in this role is measured by outbound pipeline/opportunity creation, inbound qualification efficiency, meeting-to-opportunity conversion rate, pipeline progression, forecast accuracy, and SDR productivity, to drive significant contribution to revenue growth.
In This Role, You'll Get To

• Develop and execute distinct strategies for inbound qualification and as well as outbound pipeline generation, aligned to company growth objectives.
• Lead, coach, and develop a high-performing Business Development team.
• Establish pipeline generation goals and appropriate KPIs for inbound qualification as well as outbound pipeline generation, including source attribution, conversion, and pipeline quality.
• Improve pipeline quality by inspecting stage progression, opportunity aging, qualification standards, and conversion rates
• Establish operating mechanisms with marketing, including SLA ownership, lead routing, qualification standards, feedback loops, and regular funnel inspection.
• Collaborate with Sales leadership to improve meeting acceptance, opportunity quality and forecast accuracy. n.
• Build scalable outbound prospecting motions targeting enterprise cybersecurity buyers.
• Own weekly inspection of inbound and outbound performance, including meeting volume and quality and SLAs (MQL to meeting conversion, and pipeline progression)
• Establish weekly business reviews, operating cadence, inspection routines, KPI reporting, and forecasting discipline.
• Partner with Channel and Alliance teams to support partner-generated pipeline initiatives.
• Recruit, develop, and retain top Business Development talent while creating clear career progression opportunities.

To Be Successful in This Role, You'll Need To

• Deep understanding of enterprise B2B SaaS or cybersecurity sales.
• Experience building and scaling high-performing Business Development organizations.
• Strong executive presence with the ability to influence senior leaders across Sales, Marketing, Product, and Customer Success.
• Proven ability to build a repeatable outbound engine that consistently generates qualified pipeline growth.
• Demonstrated ability to distinguish and optimize inbound qualifications in addition to outbound pipeline generation
• Strong analytical skills with experience leveraging CRM and sales performance metrics.
• Demonstrated success leading through change in a high-growth environment.
• Exceptional coaching, communication, and leadership skills.
• Ability to balance strategic planning with operational execution.

In the First 90 Days, You'll

• Month 1:
• Audit inbound vs. outbound performance and conversion funnel
• Audit messaging and ICP
• Audit SDR productivity and pipeline quality
• Month 2
• Implement outbound playbooks
• Implement KPI dashboards, reporting cadence, and inspection/coaching routines
• Implement feedback loop with marketing
• Month 3:
• Deliver measurable improvements in outbound meetings and opportunities
• Deliver measurable improvements in SLA adherence for MQL and ABM activation motions

Qualifications

• 8+ years of experience in Business Development, Sales Leadership, or Revenue Operations.
• 3+ years leading Business Development or SDR organizations.
• Experience leading enterprise B2B technology or cybersecurity sales development teams.
• Proven track record of consistently exceeding pipeline generation targets.
• Experience developing managers and high-performing teams.
• Strong knowledge of Salesforce and modern sales engagement platforms.
• Excellent communication, presentation, and leadership skills.

Preferred Qualifications

• Experience in cybersecurity, MDR, XDR, or managed security services.
• Experience building effective outbound motion from the ground up, with focus on high intent accounts and personalized outreach
• Experience supporting enterprise and channel-led sales organizations.
• Experience building and scaling distributed or global Business Development teams.
• Experience supporting AI-enabled sales productivity and modern outbound prospecting strategies.

Success Measures

Within the first year, this leader will:

• Build a predictable, scalable Business Development organization.
• Increase qualified pipeline generation and opportunity conversion.
• Improve SDR productivity, attainment, and career progression.
• Strengthen alignment across Sales, Marketing, and Channel organizations.
• Establish operational rigor through KPI-driven management and forecasting.
• Develop a high-performing team that consistently delivers against revenue growth objectives.

Statutory Pay Disclosure

The anticipated base salary range for this role is $176,000 - $196,000. OTE 300-325k+ (consisting of base/commission (60/40) split) + stock options + benefits. Actual compensation may vary from posted hiring range based upon geographic location, work experience, education, and/or skill level.

What We Offer:

Deepwatch is excited to provide benefits designed to support team members and their families. Including:

• Medical, dental, vision, and disability insurance
• Flexible Time Off (FTO), 12 company holidays, sick leave and 8-Weeks Paid Parental Leave
• Unique professional development benefits with Annual "development dollars" to support our people growth and development
• Wellness contests and monthly educational programs
• 401(K) retirement program
• Learn more here: Deepwatch Benefits

We know the confidence gap and imposter syndrome can get in the way of meeting spectacular candidates, so please don't hesitate to apply - we'd love to hear from you. Please review our DEI Statement here.