[Hiring] Manager, Enterprise Sales Development @Chainguard

Role Description

As the Manager of Sales Development, you will lead and mentor a team of BDRs responsible for both inbound lead qualification as well as outbound opportunity generation. Your role involves:

• Hiring and onboarding new BDRs
• Developing and implementing strategies to optimize the BDR team's performance
• Setting and tracking key performance indicators (KPIs)
• Ensuring alignment with the company’s overall sales goals
• Providing hands-on coaching and development
• Driving repeatable progress toward pipeline targets
• Fostering a collaborative environment to enhance productivity and motivation
• Working closely with the Director of Sales Development and Sales leaders to refine lead generation tactics
• Managing pipeline generation and improving top of funnel conversion rates

What you’ll do:

• Continue to build out our growing BDR function, working with recruiting to identify top talent to hire and onboard
• Develop your team’s skills for outbound prospecting, qualifying, and opportunity creation
• Provide ongoing feedback and coaching in recurring weekly 1:1s
• Work closely with the Demand Generation team to provide feedback on MQLs and campaigns
• Work closely with the Sales team to improve outbounding strategies and qualification processes
• Collaborate with Marketing/Sales/Product to develop effective messaging
• Ensure alignment on your team's strategy and execution on account coverage, target personas, opportunity quality and BDR to AE hand-off
• Accurately forecast weekly, monthly, and quarterly attainment
• Closely monitor team performance metrics and KPIs

Qualifications

• 2+ years leading a team of BDRs (Cybersecurity, DevSecOps, Infrastructure, OSS strongly preferred)
• Experience with funnel management across multiple channels (inbound, outbound, upsell, new business)
• Hands-on enablement experience in onboarding, ramping, and developing your team
• Experience with sales and marketing tools, including CRM platforms (e.g., Salesforce, HubSpot)
• Strong analytical skills and ability to make data-driven decisions
• Proven ability to effectively recruit, hire, and train new people
• Proven ability to thrive in a fast-paced, unpredictable environment
• Aptitude for identifying challenges and developing creative solutions
• Experience prospecting or selling into Enterprise accounts
• Understanding of B2B software, Open Source software, and the developer product space is preferred
• Experience growing within a small start-up is preferred

Compensation

Compensation Range: $200,000 OTE

Benefits

• Flexible & Remote-First Culture: Work remotely with team meetup opportunities, bi-annual destination summits, and a monthly stipend for coworking spaces, phone and internet costs.
• Our Approach to Equity: Receive stock options upon hire and promotion, with the option to participate in secondary offerings and have 10 years to exercise your options.
• 100% Covered Health Insurance: We cover 100% of your health, vision and dental insurance premiums for you and your dependents.
• ∞ Flexible Time Off: Take the time you need to recharge and reset.
• 18 Weeks Paid Parental Leave: We offer 18 weeks for birthing parents and 12 weeks for non-birthing parents.