Director of Business Development

DataDome•New York, NY

7h•$280,000 - $300,000•Hybrid

About The Position

The U.S. Business Development Director will build and lead DataDome’s U.S. outbound motion, a key source of pipeline for the cybersecurity company. Reporting directly to the U.S. Head of Sales, the role manages a team of eight: five enterprise-focused BDRs, one BDR Team Lead, and two Commercial Account Executives responsible for the full sales cycle on mid-market and commercial accounts. The director will set outbound strategy, manage and develop the BDR and Commercial AE teams, ensure effective sales processes and handoffs, and monitor performance, pipeline, forecasts, and results. The role partners closely with the U.S. Head of Sales, CRO, Growth, Marketing, Sales Enablement, and Solutions Engineering teams to support customer acquisition and revenue growth. The position is based in New York with a hybrid work arrangement. DataDome describes itself as a provider of real-time cyberfraud and bot protection across websites, apps, and APIs. The company says its platform uses a multi-layered AI engine and is supported by a 24/7 SOC team.

Requirements

Proven experience managing both outbound BDR teams and quota-carrying Account Executives in a SaaS environment.
At least 5 years leading a team of BDRs and/or Account Executives.
Hands-on experience with deal inspection, MEDDPICC or a comparable methodology, pipeline reviews, and forecasting in Salesforce.
Strong mentoring and development skills, with a track record of building successful teams.
Passion for prospecting and sales standard methodologies.
Self-motivated, standout colleague with a can-do attitude.

Nice To Haves

Bachelor’s degree in Business, Marketing, or a related field, or equivalent professional experience.
Experience with Salesforce, Outreach, Nooks, Gong, and Sales Navigator.
Experience in Bot Management or the cybersecurity industry.
Experience scaling BDR teams in a scale-up environment.

Responsibilities

Build and execute outbound strategy and tactics to book meetings with target accounts, including territory and account assignment, outreach plays, and activation of intent signals from the Growth team.
Manage and animate the BDR team day to day, including individual and team goals, activity tracking, evaluating tactics, blitz routines, cross-training, coaching, and mentoring.
Partner with Sales Enablement to train BDRs on Account Executive partnership, Salesforce reporting practices, product information, outreach strategy, and templates.
Coordinate performance-oriented programs with Marketing and Growth and adapt them based on results.
Own the BDR-to-AE handoff, including meeting quality, show rate, and conversion to opportunity.
Lead, coach, and develop Commercial Account Executives through the full sales cycle, including MEDDPICC discovery and qualification, product demos, proofs of concept with Solutions Engineers, procurement, and signature.
Monitor sales activity, pipeline, forecasts, and closed deals; run pipeline reviews and forecast calls; and be accountable for team target achievement.
Recruit, onboard, and develop new team members as the team grows.
Partner with the U.S. Head of Sales, CRO, Growth, Marketing, and Solutions Engineering teams to support long-term company success.
Anticipate challenges and scale processes, technology, and the team to support pipeline growth.
Test ideas against data, turn them into action, and oversee the success of projects and system improvements.
Continuously innovate the sales approach and share best practices to accelerate customer acquisition and revenue growth.

Benefits

Hybrid and in-office options.
Complimentary office snacks and drinks, plus social events.
$500 work-from-home stipend.
Comprehensive medical, dental, and vision coverage.
Annual professional development stipend.
Events and workshops throughout the year, including two annual offsite events, summer and winter parties, and lunch-and-learns.
Flexible perks, with employees able to choose options that suit them.
Parent Care gifts and care packages.
27 days of PTO plus 13 national holidays.
401(k) eligibility with matching.