Manager, Business Development (AMER)

XBOW • Arlington, VA

10d • Hybrid

About The Position

At XBOW, we’re redefining the future of cybersecurity by building the world's first autonomous pentester, powered by AI. Today, the gold standard for securing software systems is human pentesters, but with the rise of artificial intelligence, we’re stepping up to scale offensive security to meet the ever-growing demand. AI is transforming the landscape of both cybersecurity and cyberattacks. While millions of people without security expertise are creating software, bad actors are using AI to launch more effective attacks. XBOW fights back with AI-driven superpowers, enabling security teams to stay one step ahead. Backed by Sequoia Capital and Altimeter, and a team that includes the creators of GitHub Copilot and GitHub Advanced Security, XBOW is not just keeping up with the times—we’re shaping the future of cybersecurity. Our mission is simple: to defeat the bad actors before they strike, using AI to revolutionize how we approach offensive security. We’re building something that must be built, and we’re the team to do it. Join us in shaping the next frontier of autonomous security. Your Role: Business Development Manager (BDM) We’re looking for an experienced and hands-on Business Development Manager to lead and scale our AMER BDR function at XBOW. This is a foundational leadership role within our business development organization—you’ll be responsible for building the outbound engine, developing top-performing BDRs, and partnering closely with Sales and Marketing to drive predictable, high-quality pipeline. You’ll join early, with significant ownership over strategy, process, and people. This role is ideal for someone who thrives in ambiguity, enjoys coaching and developing talent, and wants to leave a lasting mark on how a category-defining company goes to market.

Requirements

• A proven sales development leader with a minimum of 2 years experience managing and scaling BDR/SDR teams.
• Located in Arlington, VA or D.C. Metro area, and willing to commute to an office to best build the teams capabilities and culture
• Comfortable operating in early-stage, fast-moving environments where structure is built—not inherited.
• A strong coach who enjoys developing talent and helping individuals exceed their potential.
• Highly organized and data-driven, with a strong understanding of outbound metrics and funnel performance.
• Confident engaging with technical buyers and helping your team build credibility with engineering and security stakeholders.
• Collaborative by nature, with the ability to influence cross-functional partners.
• Persistent, resilient, and motivated by building something from the ground up.

Nice To Haves

• Experience in B2B SaaS, especially developer tools, security, DevOps, or infrastructure products.
• Previous experience building a BDR function at an early-stage startup.
• Familiarity with tools like Salesforce, Apollo.io , Outreach, LinkedIn Sales Navigator, or similar platforms.
• Familiarity with tools like Salesforce, Outreach, LinkedIn Sales Navigator, Gong, ZoomInfo, or other sales engagement platforms.
• An interest in cybersecurity, AI, and emerging technology trends.

Responsibilities

• Build and lead the BDR team: hire, onboard, coach, and develop high-performing BDRs as we scale.
• Own pipeline generation for the sales organization, ensuring consistent, high-quality outbound contribution.
• Define and refine outbound strategy, including ICPs, segmentation, messaging, and campaign design.
• Partner closely with Sales Leadership, Account Executives, and Marketing to align on targets, priorities, and GTM motions.
• Establish and continuously improve processes, metrics, and tooling (e.g. CRM hygiene, activity benchmarks, conversion rates).
• Provide ongoing coaching and feedback, including call reviews, messaging refinement, and deal support.
• Stay close to the field—jump into prospecting, experimentation, and deal support when needed.
• Translate learnings from the BDR team into actionable insights for positioning, messaging, and GTM strategy.
• Create a strong team culture centered on curiosity, accountability, and continuous improvement.

Benefits

• Compensation & Equity : Competitive salary, clear performance-based incentives, and equity package, making you an integral part of XBOW’s growth story.
• Career Growth : Significant opportunities to progress within the sales organization and shape your career trajectory as we scale.
• Meaningful Work : You’ll directly impact XBOW’s mission to revolutionize cybersecurity and protect organizations worldwide.

What This Job Offers

• Job Type: Full-time
• Career Level: Manager
• Education Level: No Education Listed
• Number of Employees: 11-50 employees