[Hiring] Head of Business Development @underdefense

Role Description

We are looking for a proactive Head of Business Development to lead and scale our Business Development team at UnderDefense - a bootstrapped, profitable cybersecurity company behind an Agentic AI SOC / MDR platform.

As Head of Business Development, you will be responsible for:

• Developing top-performing BDR talent
• Improving outbound performance targeting CISOs and IT Directors
• Owning the relationship with our outsourced cold-calling partner

The main goal is to lead a high-performing outbound team of 6 BDRs, coach and develop them, drive continuous process improvements through data-driven decision-making, and personally contribute to testing and scaling new outbound approaches.

Key responsibilities

• Direct management of the BDR team (6 people + an outsourcing partner): goal-setting, coaching, performance review, hiring and onboarding.
• Ownership of quarterly SQL/pipeline targets and team economics (pipeline-to-cost multiplier).
• Managing the team's commission/bonus structure.
• Owning the relationship with the outsourced cold-calling partner: quality control, budget, SOW.
• Ownership of the outbound/lead-gen tool stack (CRM, email sequencing, LinkedIn outreach, data verification) and its evolution.
• Regular reporting to leadership on funnel performance, MQL→SQL→Opportunity conversion, and campaign ROI.
• Close collaboration with Marketing, Account Executives, and Customer Success on ICP, messaging, and deal handoff.
• Testing new channels and approaches, including AI-driven outreach automation.

Qualifications

• 1-3+ years managing a BDR/SDR team of 4+ people, ideally in a leadership role
• Overall experience 3-5 years in sales or business development
• Experience in B2B SaaS - cybersecurity or adjacent tech sales is a strong plus
• Hands-on experience with a CRM (HubSpot or Salesforce) and outbound tooling (Apollo.io, Sales Navigator, sequencing/warm-up platforms, LinkedIn outreach tools)
• Working knowledge of email and LinkedIn automation
• Analytical approach to KPIs, pipeline forecasting, and team economics (CAC, win rate, pipeline multiplier)
• Experience managing external lead-gen contractors/agencies
• Strong coaching and team-development skills

Requirements

• 1-3+ years managing a BDR/SDR team of 4+ people, ideally in a leadership role
• Overall experience 3-5 years in sales or business development
• Experience in B2B SaaS - cybersecurity or adjacent tech sales is a strong plus
• Hands-on experience with a CRM (HubSpot or Salesforce) and outbound tooling (Apollo.io, Sales Navigator, sequencing/warm-up platforms, LinkedIn outreach tools)
• Working knowledge of email and LinkedIn automation
• Analytical approach to KPIs, pipeline forecasting, and team economics (CAC, win rate, pipeline multiplier)
• Experience managing external lead-gen contractors/agencies
• Strong coaching and team-development skills

Benefits

• You’ll inherit a strong, well-coordinated team — every member is a skilled specialist, with no unhealthy competition and an open, collaborative culture.
• Work in cybersecurity — a fast-moving, high-relevance field.
• Competitive compensation package with opportunities for career advancement.
• Remote/flexible working hours to accommodate personal commitments.
• Paid time off, including vacation and sick leave.
• Health and wellness benefits, including internal medical insurance.
• Collaboration with talented people across departments at UnderDefense who are genuinely willing to help.
• Real career growth potential as we expand into the US market
• Social events and team-building activities to foster a positive work culture.
• Minimal bureaucracy to ensure efficiency and productivity.