Director, Business Development

Palo Alto, Remote. Posted 4 days ago

The role

You will build the sales development function from the ground up by designing outbound and inbound motions. You will hire and lead the SDR team and define the metrics for success.

What you will do

Build the SDR team including structure, hiring plan, and onboarding.
Design the outbound motion including target accounts, personas, and multi-channel plays.
Own inbound follow-up and routing standards.
Set metrics for activity, meetings, pipeline, and conversion.
Set qualification and handoff standards with AEs.
Partner with marketing on campaign follow-up, messaging, and lead scoring.
Align SDRs to Enterprise and Commercial AEs and channel partners.
Coach and develop the team through call reviews and 1:1s.
Own SDR tooling, data, and reporting in Salesforce and sequencing tools.
Use AI tools to speed up research, personalization, and reporting.

Required qualifications

Built an SDR or BDR team from the ground up or led a major rebuild at a B2B SaaS startup.
Several years leading SDR or BDR teams, including hiring, ramping, coaching, and promoting reps.
Experience selling into security or IT buyers, ideally CISOs and security teams at mid-market and enterprise companies.
Track record of owning meetings, qualified opportunities and pipeline targets.
Experience running both outbound and inbound motions.
Experience working closely with marketing on campaigns, messaging and lead conversion.
Experience setting qualification standards and SDR-to-AE handoff processes.
Fluency in Salesforce and a sequencing tool such as Outreach or Salesloft.
Comfort building reports.
AI-forward and use tools like Claude or similar to automate and accelerate work.

Nice to have

Experience in data security, DLP or an adjacent security category.
Experience working with channel partners or resellers on joint pipeline.
Built an SDR comp plan or a sales development career ladder.

Benefits

variable compensation
equity

Before you apply

Take-home: a 30/60/90-day plan for building sales development at Nightfall, presented to our CRO and VP of Commercial Sales.

About the company

Nightfall is the AI-native, unified data loss prevention and insider risk management platform that protects sensitive data across SaaS apps, GenAI tools, email, endpoint devices, and more.