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Job Overview

About the role: We are seeking a B2B sales development leader with a proven track record of building high-performing sales development teams (BDR/SDR). In this role, you will lead a global team of BDRs and will be responsible for ensuring the team’s success across inbound follow up and outbound prospecting for the purposes of pipeline production. You will take what we’ve built to a new level of sophistication, applying your experience and leveraging a best-in-class tech stack to reach, engage and book meetings with qualified accounts in alignment with HUMAN’s ideal customer profile (ICP). This role requires someone that is results-oriented, but is also creative and empathetic in their approach to scaling the BDR motion to a sustainable and predictable level of production. This role is positioned on the Global Demand Generation team to enable tight alignment with our Digital Growth, Marketing Effectiveness, Corporate Marketing and Product Marketing teams.

What you'll do;

  • Serve as the leader to a growing and globally distributed BDR team, responsible for the team’s development, production and progression
  • Provide regular training and coaching to our BDRs on outreach and prospecting tactics, objection handling, personalization and active listening skills
  • Closely monitor rep-level activity and production in alignment with their respective monthly targets and the team-level contact and account activation methodology
  • Lead strategic planning with the Senior Director of Demand Generation, including BDR pipeline targets, hiring, cadence creation, enablement and cross-team operations
  • Build and continuously iterate HUMAN’s outbound prospecting playbook
  • Partner closely with the US and International Sales teams to ensure we have an efficient and collaborative partnership with the AEs
  • Manage monthly targets by BDR, providing appropriate levels of support for all reps based upon their level of production and articulation of the bot problems HUMAN solves
  • Partner closely with the Digital Growth team (part of Global Demand Generation) for awareness on digital marketing initiatives, including collaborative pursuit of target accounts through a defined segmentation strategy
  • Forecast and manage all forecasts and rep-level productivity, accounting for ramp time and skill development
  • Collaborate with with Head of Sales Enablement on the creation of ongoing learning and development resources
  • Work closely with Sales and Marketing Operations to ensure the BDR tech stack is configured and optimized for maximum efficiency and productivity. Tech stack includes SFDC, SalesLoft, ZoomInfo, LinkedIn Sales Navigator and 6sense
  • Work closely with our Sr. Analyst of Marketing Effectiveness to build, maintain and communicate weekly on the BDR story of impact
  • Develop career pathing for BDRs to further their professional growth
  • Create a globally connected team that supports one another through insights, tips/tricks and healthy competition

What we're looking for;

  • 7+ years of direct experience in sales development, including as a rep and team leader
  • 3+ years of experience building, scaling, and managing multi-vertical outbound BDR/SDR teams
  • Track record of day to day coaching & professional development, including regular 1:1 meeting, weekly shadow sessions, and routine co-selling
  • Experience in cybersecurity or martech/ad tech preferred, though not required
  • High level of expertise with SalesLoft, SalesForce, LinkedIn Sales Navigator, ZoomInfo preferred
  • Able to show measurable impact on key sales funnel metrics including, MQA, SAL and SQL, and experience on optimizing at each stage to increase conversion rate
  • Comfortable working remotely, yet still show intentionality with building relationships and success

What we offer

  • Unlimited vacation policy
  • Competitive salary and bonus structure
  • Medical, dental, and vision insurance for all full-time employees
  • Fully paid parental leave
  • Annual budgets for health & wellbeing and home office
  • Professional development fund
  • Annual WFH budget
  • Excellent mentoring from senior leaders and challenging development opportunities

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Human Overview

HUMAN (formerly White Ops) is a cybersecurity company that protects enterprises from bot attacks to keep digital experiences human. We have the most advanced Human Verification Engine that protects applications, APIs and digital media from bot attacks, preventing losses and improving the digital experience for real humans. Today we verify the humanity of more than 10 trillion interactions per week for some of the largest companies and internet platforms. Protect your digital business with HUMAN.

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