Business Development Representative Manager

Join Cobalt, a fast-growing company in the cybersecurity industry, as a Business Development Representative Manager. In this player-coach role, you will lead a team of outbound BDRs across North America and EMEA, focusing on coaching, development, and optimizing systems. You will partner closely with Marketing and Sales, own hiring and onboarding, set and manage quotas, and drive improvements in messaging and personalization. Additionally, you will establish operational rigor around activity metrics and pipeline quality, diagnose and fix bottlenecks in the outbound funnel, and provide feedback to sharpen targeting and messaging.

• Manage, coach, and develop a team of outbound BDRs across North America and EMEA time zones, running regular 1:1s, call reviews, and pipeline coaching.
• Own hiring, onboarding, and ramp planning for the outbound team, setting and managing quotas, and holding reps accountable to activity and outcome metrics.
• Drive improvements to messaging, sequencing, and personalization, and partner with Growth Marketing and Sales leadership to translate campaign and ABM priorities into outbound execution.
• * Experience managing distributed teams across multiple time zones
• * High tolerance for ambiguity and fast iteration; you're energized by "figure it out" environments, not looking for a fully built machine
• 5+ years managing an outbound BDR/SDR team in cybersecurity
• * Prior exposure to AI SDR or conversational AI tooling in a GTM context
• * Hands-on fluency with sales engagement tooling (Salesloft or Outreach), sales intelligence tools (Apollo, ZoomInfo, LinkedIn Sales Navigator), AI SDR tools (Qualified), and dialers (Orum, Nooks)
• * Direct experience building a BDR playbook from a blank page
• * Experience in cybersecurity, PTaaS, or a related technical B2B category
• * Proven track record hitting SQO/pipeline targets through a managed outbound team
• * Demonstrated ability to build process, not just execute an existing one: you've written a playbook, fixed a broken funnel, or stood up a program with limited resources
• * Strong analytical skills; you can read a funnel report and immediately spot where the leak is
• * Direct communication style; comfortable giving and receiving candid feedback
• * Comfort working with or overseeing AI-assisted sales tooling: you don't need to build it, but you need to evaluate and improve it