Bitsight is a cyber risk management leader transforming how companies manage exposure, performance, and risk for themselves and their third parties. Companies rely on Bitsight to prioritize their cybersecurity investments, build greater trust within their ecosystem, and reduce their chances of financial loss.
Built on over a decade of technological innovation, its integrated solutions deliver value across enterprise security performance, digital supply chains, cyber insurance, and data analysis.

• We invented the cyber ratings industry in 2011
• Over 3000 customers trust Bitsight
• Over 750 teammates are dispersed throughout Boston, Raleigh, New York, Lisbon, Singapore, and remote

BitSight is seeking a strategic and highly skilled Director of Global Sales Development. The Sales Development team is one of the first interactions our prospective customers have with BitSight and is a key driver of our growth strategy.

The Director of Global Sales Development will be responsible for shaping the sales development organization in a way that allows Bitsight to continue driving strong growth in key market segments, while also maintaining an efficient customer acquisition cost.

This person will be a key connection point with other teams, including product marketing, sales, demand generation, operations and sales enablement. They will implement a process of continuously implementing, analyzing and refining messaging and sales development plays to drive efficient new and expansion opportunity generation.

Responsibilities:

Strategy and planning

• Create and refine business development strategy overall and for each segment of the market

• Analyze performance of the SDR organization, and report on key trends to leaders across the business

Team operations

• Hire, train, manage a team of SDRs whose role involves prospecting, cold calling, messaging, and building pipeline in a hybrid environment (remote and in office)

• Create a system of outbound campaign creation, execution, and learning / analysis in order to improve results on an ongoing basis

• Provide live coaching and mentoring, and reviewing inbound lead volume, queues and disposition, call statistics, conversions and pipeline build

• Own SDR performance metrics and KPIs; Conduct performance reviews and development plans

Organizational design

• Design the business development organization to balance growth and strong customer acquisition efficiency

• Create and maintain SDR career development tracks, with paths into the sales organization

• Motivate and create a productive, competitive, results oriented and rewarding team environment

Collaboration with other groups

• Product marketing / product:

  • Get leverage in the SDR org from messages we are putting into market

  • Ensure consistency of messaging across marketing and SDRs

• Demand generation:

  • Align on the approach for different inbound lead types, making sure SDRs know the details of each demand gen campaign to drive the right followup

  • Provide feedback about inbound lead volume and quality to drive improved opportunity generation

  • Collaborate on account-based marketing and selling strategies that drive penetration of best-fit accounts

• Sales leaders

  • Align with leaders of our key accounts, enterprise, commercial and account management sales teams to drive qualified opportunity generation in their segments

• Operations

  • Work with revenue operations to ensure efficient use of tools and data sources

  • Collaborate on analytics and KPI dashboards to understand productivity of individuals on the team, and trends in the business that can help improve targeting, messaging and approach

• Sales enablement

  • Work with the enablement team to ensure strong onboarding and training materials

  • Collaborate on continuous education and improvement initiatives to increase the proficiency of SDRs over time

Requirements:

• 7+ years in SaaS or technology sales, 4+ years of managing a Sales Development team

• Experience and proven track record of successfully managing a large team (15+ people) in a high growth environment

• Strong interpersonal communication (verbal and written) and organizational skills

• Able to think strategically about how to apply resources to drive growth at an attractive LTV/CAC ratio

• Understanding of inbound and outbound sales methodologies and processes, as well as account-based marketing and selling approaches

• Working knowledge of prospecting tools like Salesforce, ZoomInfo, SalesLoft, Hubspot, Linkedin Sales Navigator

• Advanced knowledge of Salesforce.com and report building/data analytics

Diversity. Bitsight is proud to be an equal opportunity employer. This means we do not tolerate discrimination of any kind and are committed to providing equal employment opportunities regardless of your gender identity, race, nationality, religion, sexual orientation, status as a protected veteran, or status as an individual with a disability.

Culture. We put our people first. Bitsight offers best in class benefits. We devote the same energy to nurturing our company's inclusive culture as we apply to serving our customers' needs. Working at Bitsight will give you the opportunity to fulfill your professional goals and expand your skills.

Open-minded. If you got to this point, we hope you're feeling excited about the job description you just read. Even if you don't feel that you meet every single requirement, we still encourage you to apply. We're eager to meet people that believe in Bitsight's mission and can contribute to our team in a variety of ways.

Additional Information for United States of America Applicants:

Bitsight also provides reasonable accommodations to qualified individuals with disabilities or based on a sincerely held religious belief in accordance with applicable laws. If you need to inquire about a reasonable accommodation, or need assistance with completing the application process, please email . This contact information is for accommodation requests only, and cannot be used to inquire about the status of applications.

Qualified applicants with criminal histories will be considered for employment consistent with applicable law.

This position may be considered a promotional opportunity pursuant to the Colorado Equal Pay for Equal Work Act.

The anticipated hiring base salary range for this position is US$130,000 to $150,000 annually for US-based employees (not including commissions). This range reflects the minimum and maximum target for new hire salaries for the position across all US locations, is based on a full-time work schedule, and is Bitsight's good faith estimate as of the date of this posting. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training.In addition to base salary, this role is eligible for participation in a bonus or commission plan and an equity grant. Bitsight also offers a competitive benefits package, including but not but limited to medical, dental, and vision insurance; paid parental leave; flexible time off; a 401(k) plan with employee and company contribution opportunities; life and disability insurance; and tuition reimbursement.