Business Development Representative (BDR) Manager

About The Role

Cobalt is hiring a BDR Manager to lead a team of BDRs spanning North America and EMEA. This role owns outbound execution and coaching, partners closely with Marketing and Sales on SQO generation, and plays a hands-on role in optimizing our AI SDR engine for inbound. This is a player-coach role built for someone who's confident operating a maturing playbook.

You'll spend most of your time coaching and developing reps, and a meaningful chunk of your time building and improving the systems around them—tooling, process, and messaging.

What You'Ll Do

Team Leadership Coaching * Manage, coach, and develop a team of outbound BDRs across North America and EMEA time zones. * Run regular 1:1s, call reviews, and pipeline coaching to improve conversion at each funnel stage. * Coach reps on executive-level communication, discovery, account research, and strategic prospecting for enterprise and mid-market conversations.

* Own hiring, onboarding, and ramp planning for the outbound team. * Set and manage quotas, and hold reps accountable to activity and outcome metrics. * Drive improvements to messaging, sequencing, and personalization.

* Build a high-performance, low-ego team culture rooted in continuous improvement and candid feedback. Pipeline SQO Generation * Partner with Growth Marketing and Sales leadership to translate campaign and ABM priorities into outbound execution. * Own the outbound contribution to SQO targets; report on pipeline health, conversion, and forecast accuracy.

* Establish operational rigor around activity metrics, conversion rates, and pipeline quality, ensuring consistent execution across the team. * Diagnose and fix bottlenecks in the outbound funnel (deliverability, response rates, meeting-to-SQO conversion). * Bring front-line market and prospect feedback back to Growth Marketing and Sales leadership to sharpen targeting and messaging.

AI SDR Optimization * Partner cross-functionally with Growth Marketing and RevOps to co-own and maximize the performance of our inbound AI SDR engine. * Monitor response quality, conversion, and escalation accuracy; drive iterative improvements to prompts, routing logic, and qualification criteria. * Recommend and implement process changes to improve human/AI handoff on inbound leads.

What We'Re Looking For

* 5+ years managing an outbound BDR/SDR team in cybersecurity. * Demonstrated ability to build process, not just execute an existing one: you've written a playbook, fixed a broken funnel, or stood up a program with limited resources. * Proven track record hitting SQO/pipeline targets through a managed outbound team.

* Experience managing distributed teams across multiple time zones. * Hands-on fluency with sales engagement tooling (Salesloft or Outreach), sales intelligence tools (Apollo, ZoomInfo, LinkedIn Sales Navigator), AI SDR tools (Qualified), and dialers (Orum, Nooks). * Comfort working with or overseeing AI-assisted sales tooling: you don't need to build it, but you need to evaluate and improve it.

* Strong analytical skills; you can read a funnel report and immediately spot where the leak is. * Direct communication style; comfortable giving and receiving candid feedback. * High tolerance for ambiguity and fast iteration; you're energized by "figure it out" environments, not looking for a fully built machine.

Must Have * Experience in cybersecurity, PTaaS, or a related technical B2B category. * Prior exposure to AI SDR or conversational AI tooling in a GTM context. * Direct experience building a BDR playbook from a blank page.

Success Metrics (First 6 Months) * Team ramped and hitting activity/outcome quotas within 90 days. * Measurable improvement in outbound-sourced SQO conversion rate. * Clear ownership and at least one measurable optimization delivered on the AI SDR engine.

Why You Should Join Us * Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry.