Head of Business Development
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 Security Automation platform for AI SOC and Compliance.
As Head of Business Development, you will be responsible for OUTCOMES: process, metrics, continuous improving outbound performance, planning campaigns, targeting CISOs and IT Directors, and managing our US based outsourced cold-calling partner.
The main goal is to lead a high-performing outbound team of 6 BDRs, managing different outbound channels – inbound, linkedin, cold-colling, services, outbound. You will 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.
Requirements:
- 3+ years managing a BDR/SDR team of 8+ people, ideally in a leadership role.
- Overall experience 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.
What we offer:
- 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.
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