Bdr manager Job at Adaptive Security (LA)

Director of Pipeline Marketing

The Director of Pipeline Marketing is the strategic engine behind our conversion...

Location

United States , Los Angeles; Denver; Seattle

Salary:

145000.00 - 165000.00 USD / Year

UpGuard

Expiration Date

Until further notice

Requirements

10+ years of B2B marketing experience, with specific expertise in managing both Marketing Automation/Lifecycle functions and Sales Development (BDR/SDR) teams
A proven track record of designing complex customer journeys that seamlessly blend automated digital touches (email, in-app) with human sales intervention
Deep proficiency with HubSpot, having used it not just for email sending, but as an orchestration engine for the entire sales and marketing funnel
Strong leadership experience managing "managers," with the ability to coach BDR leadership on operational rigor while guiding Lifecycle experts on strategy
A "Revenue First" mindset: you understand that MQLs are a means to an end, and you measure success in Pipeline ARR, Expansion Revenue, and Retention
Exceptional collaboration skills, capable of working with Product Marketing Squads to extract the core messaging needed to fuel your conversion engines

Job Responsibility

Lead a Unified Conversion Team: Manage and mentor a global team of Lifecycle Marketers and Inbound BDR Managers (Americas/APAC & EMEA), fostering a culture where automation and human outreach work in perfect lockstep
Architect "Always-On" Motions: Collaborate with Product Squads to design and implement sophisticated, evergreen marketing journeys that nurture MQLs into SQLs and drive existing customers toward adoption and cross-sell opportunities
Integrate the BDR Function: transform the BDR team from an isolated unit into a strategic arm of the squads, ensuring they are equipped with squad-produced content, battlecards, and insights to execute highly relevant outreach
Modernize Rules of Engagement (ROE): Overhaul the existing BDR ROE to define clear "Product Qualified Lead" (PQL) thresholds, ensuring low-tier PLG leads are handled by AI agents while BDRs focus exclusively on high-value territory accounts
Drive Customer Revenue (NDR): Own the lifecycle strategy for existing customers, deploying automated "Win-Back" motions (e.g., Old Deal Outreach / ODO) and "Expansion Plays" that utilize BDRs to re-engage stalled deals or upsell usage tiers
Innovate with AI & Ops: Partner with the Marketing Operations team to deploy AI-driven agents and process flows that automate lead qualification and personalization, allowing your BDRs to focus solely on high-value interactions
Own the Conversion Playbooks: Define, document, and optimize the Playbooks for Email Nurture and BDR Outreach, creating the standard for how UpGuard communicates with prospects and customers across these channels
Analyze and Optimize: Obsess over pipeline metrics—specifically MQL to SQL conversion rates, velocity, and customer retention rates—continuously iterating on your Motions to improve efficiency and CAC payback

What we offer

Monthly Lifestyle subsidy: use this for financial, physical and mental wellbeing (all regions)
WFH set-up allowance: to ensure you have the right environment to work in, we will help you get set-up within your first 3 months at UpGuard (all regions)
$1500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance (all regions)
Generous Annual Leave/PTO allowances: time to recharge your batteries (all regions)
18 weeks paid Parental Leave: irrespective of parenting role (all regions)
Personal Leave allowance: this includes sick & carer’s leave (all regions)
Fully remote working environment: whilst we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance (all regions)
Top spec hardware: all team members will be provided with top-spec laptops for their role (all regions)
Personal device security & online privacy protection subsidy: UpGuard provides team members with a paid subscription to personal device security & online privacy protection platform (all regions)
Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work (all regions)

Fulltime

Director of Pipeline Marketing

The Director of Pipeline Marketing is the strategic engine behind our conversion...

Location

Australia , Sydney; Melbourne; Hobart; Brisbane

Salary:

Not provided

UpGuard

Expiration Date

Until further notice

Requirements

10+ years of B2B marketing experience, with specific expertise in managing both Marketing Automation/Lifecycle functions and Sales Development (BDR/SDR) teams
A proven track record of designing complex customer journeys that seamlessly blend automated digital touches (email, in-app) with human sales intervention
Deep proficiency with HubSpot, having used it not just for email sending, but as an orchestration engine for the entire sales and marketing funnel
Strong leadership experience managing "managers," with the ability to coach BDR leadership on operational rigor while guiding Lifecycle experts on strategy
A "Revenue First" mindset: you understand that MQLs are a means to an end, and you measure success in Pipeline ARR, Expansion Revenue, and Retention
Exceptional collaboration skills, capable of working with Product Marketing Squads to extract the core messaging needed to fuel your conversion engines

Job Responsibility

Lead a Unified Conversion Team: Manage and mentor a global team of Lifecycle Marketers and Inbound BDR Managers (Americas/APAC & EMEA), fostering a culture where automation and human outreach work in perfect lockstep
Architect "Always-On" Motions: Collaborate with Product Squads to design and implement sophisticated, evergreen marketing journeys that nurture MQLs into SQLs and drive existing customers toward adoption and cross-sell opportunities
Integrate the BDR Function: transform the BDR team from an isolated unit into a strategic arm of the squads, ensuring they are equipped with squad-produced content, battlecards, and insights to execute highly relevant outreach
Modernize Rules of Engagement (ROE): Overhaul the existing BDR ROE to define clear "Product Qualified Lead" (PQL) thresholds, ensuring low-tier PLG leads are handled by AI agents while BDRs focus exclusively on high-value territory accounts
Drive Customer Revenue (NDR): Own the lifecycle strategy for existing customers, deploying automated "Win-Back" motions (e.g., Old Deal Outreach / ODO) and "Expansion Plays" that utilize BDRs to re-engage stalled deals or upsell usage tiers
Innovate with AI & Ops: Partner with the Marketing Operations team to deploy AI-driven agents and process flows that automate lead qualification and personalization, allowing your BDRs to focus solely on high-value interactions
Own the Conversion Playbooks: Define, document, and optimize the Playbooks for Email Nurture and BDR Outreach, creating the standard for how UpGuard communicates with prospects and customers across these channels
Analyze and Optimize: Obsess over pipeline metrics—specifically MQL to SQL conversion rates, velocity, and customer retention rates—continuously iterating on your Motions to improve efficiency and CAC payback

What we offer

Monthly Lifestyle subsidy: use this for financial, physical and mental wellbeing (all regions)
WFH set-up allowance: to ensure you have the right environment to work in, we will help you get set-up within your first 3 months at UpGuard (all regions)
$1500 USD annual Learning & Development allowance: to support your career development all team members will be able to expense development opportunities against this allowance (all regions)
Generous Annual Leave/PTO allowances: time to recharge your batteries (all regions)
18 weeks paid Parental Leave: irrespective of parenting role (all regions)
Personal Leave allowance: this includes sick & carer’s leave (all regions)
Fully remote working environment: whilst we have physical offices in Sydney & Hobart, we do not mandate compulsory attendance (all regions)
Top spec hardware: all team members will be provided with top-spec laptops for their role (all regions)
Personal device security & online privacy protection subsidy: UpGuard provides team members with a paid subscription to personal device security & online privacy protection platform (all regions)
Generative AI subsidy: UpGuard provides paid subscriptions for all team members to access generative AI tools to support their work (all regions)

Fulltime

New

Manager - Business Development Representative

We are seeking an experienced and motivated BDR Manager to join our growing team...

Location

Singapore

Salary:

Not provided

Wiz

Expiration Date

Until further notice

Requirements

Proven experience leading and scaling BDR teams across multiple countries and regions, with a strong understanding of the cultural, market, and operational nuances within APJ
Minimum 2 years in a people manager role managing BDR reps for a SaaS/B2B company
At least 5 years of demonstrated success calling into, or selling to, IT or security organizations of all sizes (SMB, enterprise, named accounts)
Consistent track record of hitting and exceeding a sales target
Passionate about, and experienced with, hiring and growing a talented team
Excellent leadership, interpersonal, communication, and conflict resolution skills
Experience with Salesforce CRM system a must
Experience with ZoomInfo and Outreach or similar platforms
Experience with marketing programs and methodologies
Applicants must have the legal right to work in the country where the position is based, without the need for visa sponsorship

Job Responsibility

Oversee a team of high-producing BDRs to build a qualified pipeline of potential customers
Lead by example and carry an individual quota whilst managing day to day team operations, analytics, and strategy
Own the hiring and development of a team of highly motivated BDRs to build a qualified pipeline of potential customers and to help scale our APJ markets
Coach, train, and develop reps on inbound and outbound strategies and techniques
Work together with Country Manager and 1st and 2nd line sales leadership on pipeline development in their territories
Partner with cross-functional teams, including field enablement, marketing, and revenue operations to ensure alignment and collaboration on sales initiatives and processes
Analyze quarterly targets and forecast pipeline creation by demonstrating in-depth knowledge of BDR motions and conversion metrics
Cover unassigned accounts as a player/coach whilst hiring, onboarding, and ramping new team members
Collaborate with BDR leadership on sales territories, quotas, and goals, ensuring alignment with overall business objectives and global expansion
Foster a people-first culture in your approach to leading your team and working with your stakeholders and customers

Fulltime

New

Manager, Business Development

Zip is looking for a creative and driven Manager for our Business Development Te...

Location

Canada , Toronto

Salary:

Not provided

Zip

Expiration Date

Until further notice

Requirements

Previous people management experience for at least 2+ years
Must have prior experience being a successful BDR for 1+ year
Previous experience managing across different segments and geographies
Experience being part of a scaling BDR team
Experience managing BDRs at different levels of experience and have a proven track record of successfully mentoring BDRs to become AEs
A genuine motivation to help facilitate the career growth of others both personally and professionally
A consistent track record of exceeding sales goals as an individual contributor and manager
Hands on approach to learning and coaching others
Deep knowledge of Sales Engagement Platforms like Outreach.io and Salesloft
Experience in developing and implementing strategic process and enablement materials to increase team efficiencies

Job Responsibility

Build and manage teams that are responsible for generating outbound interest and qualifying interest for our go-to-market teams
Responsible for the productivity and career development of a team of Business Development Representatives (BDRs)
Provide the BDRs with strategic guidance on how to qualify and sell Zip to prospects
Partner closely with the Director of Business Development and the Sales Leadership Team to collaborate on account strategies while consistently achieving monthly quotas at the team level

What we offer

Start-up equity
Health, vision & dental coverage
Catered lunches & dinners for TO employees
Team building events & happy hours
Flexible PTO
Apple equipment plus home office budget

Fulltime

BDR Manager

We're looking for a high-performing BDR Manager to build and lead our Business D...

Location

United States , Seattle

Salary:

Not provided

Unstructured

Expiration Date

Until further notice

Requirements

5 years of experience in sales development
at least 1–2 years managing or leading a BDR/SDR team
track record of exceeding team quotas and developing reps who get promoted
strong coaching instincts
experience with both inbound lead management and outbound prospecting motions
excellent written and verbal communication skills
deep familiarity with sales tech stack tools (HubSpot, Apollo, Sales Nav, Gong, Outreach, etc.)
organized, data-driven, and comfortable operating in a fast-paced, high-growth environment
proactively identifies opportunities and works cross-functionally to build and refine processes

Job Responsibility

Recruit, hire, and onboard top BDR talent to build a high-performing team
coach and develop BDRs through regular 1:1s, call reviews, and skills training
set and manage team quotas, KPIs, and activity metrics to drive consistent pipeline generation
partner with Account Executives and Sales Leadership to align on target accounts, ICP, and handoff processes
collaborate with Marketing to optimize lead follow-up, campaign execution, and conversion rates
design and refine outbound prospecting playbooks across email, LinkedIn, and phone
leverage AI-powered tools (Apollo, Sales Nav, Gong, etc.) to improve team performance and personalization at scale
maintain accurate forecasting and reporting in HubSpot/CRM
provide insights to leadership on pipeline health and lead quality
foster a culture of accountability, continuous improvement, and winning

What we offer

Medical, dental, and vision coverage
life and disability insurance
unlimited PTO
flexible parental leave
401(k) options
competitive referral incentives
company offsites
best-in-tech swag
tools to do your best work

Fulltime

Business Development Manager

The mission of a BDM is to bring on profitable New Business accounts to the comp...

Location

United Kingdom , Hemel Hempstead

Salary:

Not provided

BDR Group

Expiration Date

Until further notice

Requirements

Candidate must be able to use business development skills to engage Net New accounts, then build, manage and develop these to generate regular spend
Continually building new business pipeline to grow earnings
Have a good knowledge of current IT themes and is proactive in developing this knowledge
Able to recognise a project opportunity and engage the correct internal/external specialists in order to develop it, present and close opportunity
Be a confident negotiator and utilise this on a daily basis when dealing with clients, vendors and distributors
Hit, or preferably exceed monthly, quarterly and yearly GP targets
Have interest in specialising in a particular technology or category (not obligatory, but useful)
Live and breathe outstanding customer service in line with BDR’s core values
Tactfully challenge customer assumptions to add value to their business
Maintain value add on quotes whenever possible to differentiate

Job Responsibility

Bring on profitable New Business accounts to the company through new lead generation
Carry some working accounts, contacts and relationships over from previous positions wherever possible
Develop the white space within these accounts to achieve the BDM’s quarterly and annual GP targets
Embody Outstanding Customer service
Book 14 and attend 10 new business meetings per month
Build a strong new business pipeline and deliver sales forecasting to line manager

Fulltime

Business Development Manager

We are seeking a highly skilled and motivated Business Development Manager to le...

Location

United Kingdom , London; Manchester

Salary:

Not provided

Medius

Expiration Date

Until further notice

Requirements

UK based (London or Manchester)
2 to 4 years experience managing a BDR or SDR team or a similar prospecting focused group
Strong understanding of outbound and inbound sales development motions
Excellent communication skills with the ability to coach individuals at various skill levels
Strong organizational ability and comfort navigating fast paced environments
Experience using CRM systems such as Salesforce
Demonstrated success working with Sales and Marketing stakeholders
Interest in technology, SaaS, fintech, and spend management solutions

Job Responsibility

Lead, manage, and support the UK and France Business Development teams focused on generating qualified pipeline
Hire, onboard, coach, and develop BDRs to ensure high performance and continuous improvement
Build clear prospecting strategies in partnership with Marketing, Sales, and Regional Sales Leadership
Track core KPIs that align with pipeline targets for outreach volume, conversion rates, and qualification consistency
Run weekly team meetings and recurring one to ones focused on skill development, call coaching, and accountability
Partner closely with account executives to align on territory plans, meeting follow up, qualification standards, and handoff quality
Analyse team performance and produce insights to improve workflow efficiency, outreach effectiveness, and forecast accuracy
Oversee daily CRM hygiene across the team to ensure data accuracy in Salesforce
Drive continuous improvement in outreach methodology through tools such as Outreach, Cognism, ZoomInfo, Qualified and 6sense
Collaborate with Enablement on training programs, certification paths, and career development frameworks for BDRs

What we offer

Great Team
Opportunity for Career & Professional Development
Collaborative and Meritocratic work culture
Supportive Leadership
Employee-centric business
Worldwide workforce, top talent
Great culture
Leadership that inspires you
Fast growth and a progressive and competitive product roadmap
Trust and openness

Senior Sales Operations Manager

Apollo is seeking a Senior Sales Operations Manager to lead the strategy, execut...

Location

United States

Salary:

155000.00 - 185000.00 USD / Year

Apollo.io

Expiration Date

Until further notice

Requirements

7-10 years working in a Sales Operations or related-Revenue Operations role
BDR & Sales Development Expertise: Deep experience partnering with Sales Development or Business Development teams in high-growth B2B environments
Strong understanding of outbound motions, capacity planning, territory design, quota setting, and performance management for BDR teams
Integrated Sales & Marketing Operations: Proven experience designing and operating integrated sales and marketing motions, including ABM, Demand Generation, and MQL/PQL frameworks
Ability to align stakeholders across Marketing, Sales, and RevOps around shared goals, definitions, and success metrics
Sales Technology & Apollo Expertise: Hands-on experience with Apollo.io or similar AI-enabled sales engagement platforms (e.g., Outreach, Salesloft)
Ability to leverage automation, data enrichment, scoring, and AI-driven insights to drive productivity and smarter prioritization
Analytical Rigor & Funnel Optimization: Exceptional ability to uncover root causes of productivity and performance issues using data
Experience launching and leading large, cross-functional projects that improve outbound funnel efficiency and conversion rates
Enablement Through Simplicity: Strong communicator who can distill complex insights into clear narratives, dashboards, and playbooks

Job Responsibility

Scale Apollo’s BDR program by 3x: Design and execute the operating model, capacity planning, tooling, and process changes required to sustainably triple BDR output while maintaining or improving quality and efficiency
Forecast BDR-sourced pipeline within ±5% accuracy: Build a trusted, data-driven forecasting framework that enables leadership to accurately predict BDR-sourced pipeline and revenue contribution across quarters
Meaningfully improve outbound funnel conversion rates: Identify bottlenecks across the outbound motion (targeting, sequencing, messaging, activity mix, handoffs) and lead cross-functional initiatives that drive step-function improvements in conversion and productivity
Deliver a tightly integrated sales & marketing motion: Operationalize Account-Based Marketing (ABM), Demand Generation, and MQL/PQL processes so BDRs are focused on the highest-intent opportunities and can act quickly on marketing signals
Enable faster ramp and sustained productivity for BDRs: Distill complex data, processes, and insights into simple, actionable frameworks that empower junior reps to ramp faster, self-diagnose issues, and consistently hit performance benchmarks

What we offer

equity
company bonus or sales commissions/bonuses
401(k) plan
at least 10 paid holidays per year, flex PTO, and parental leave
employee assistance program and wellbeing benefits
global travel coverage
life/AD&D/STD/LTD insurance
FSA/HSA and medical, dental, and vision benefits

Fulltime

Bdr manager

Adaptive Security

Location:
United States , LA ▼
SF

Category:
Sales

Contract Type:
Not provided

Salary:

Job Description:

Job Responsibility:

Requirements:

Nice to have:

Additional Information:

Job Posted:
February 18, 2026

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