About CardinalOps

CardinalOps is focused on helping cybersecurity teams maximize the effectiveness and efficiency of their existing security tools to improve their cyber defense and decrease their organization’s exposure to threats. Using automation and MITRE ATT&CK, the CardinalOps platform continuously assesses their detection posture and eliminates coverage gaps in their existing detection stack — Splunk, Microsoft Sentinel, IBM QRadar, Google Chronicle SIEM, CrowdStrike Falcon LogScale — so they can easily implement a threat-informed defense.

Companies like Repsol, Valvoline, and Nokia leverage the CardinalOps platform to empower their security teams and strengthen their cyber defense. CardinalOps is backed by leading VCs and strategic investors including Glilot Capital, Battery Ventures, Viola Ventures, IN Venture, and is looking to add top performers to continue to build on sales momentum and help take things to the next level.

About the Position

We are looking for a BDR Manager who is a creative and passionate sales leader who views challenges as opportunities and has extensive experience managing and leading successful BDR/SDR programs running cold outreach campaigns to book new meetings and generate qualified pipeline. In this role, the BDR Manager will be responsible for team execution and performance across both inbound and outbound programs. We are looking for an experienced frontline manager to develop and manage our BDRs, ensuring each BDR team member is maximizing the qualified pipeline in their dedicated territory – and who is not afraid to step in when needed to ensure goals are met.

The BDR Manager will assist in establishing team objectives, provide BDRs with opportunities to expand their knowledge of products and prospecting strategies, and focus on improving performance and processes. Exceptional communication, interpersonal and leadership skills are a must, as well as experience with early-stage startups (Series A or B).

You will monitor and coach daily activity inputs such as calls, social outreach, and emails, and work to ensure BDR meetings are successfully handed off to Sales. Your enthusiasm and entrepreneurship will be a valuable contribution to establishing a culture of high-performance execution. This role reports directly to the VP of Marketing and works closely with our Account Executives, as well as members of our Leadership team, Sales and Marketing. This is a high-impact role that is critical to CardinalOps as we expand our pipeline engine and rapidly grow ARR.

• Creative and entrepreneurial mindset and track record of consistently meeting and exceeding meeting and pipeline goals at early stage startups
• 3+ years of experience in the tech or cybersecurity sales industry
• Preferred: You have lived through the BDR/SDR lifecycle from being an Individual Contributor to Management
• At least 2 years of experience directly or indirectly managing BDR/SDRs (e.g., as a Team Lead or Manager)
• Understanding of the the cybersecurity landscape preferred
• A track record of problem-solving and trying new ideas and concepts
• Background training and enabling reps for success
• Exceptional interpersonal, problem-solving, verbal and written communication, and conflict resolution skills
• Proficiency with sales tools, e.g. HubSpot (or other CRMs), ZoomInfo, Salesloft, and LinkedIn Sales Navigator or equivalent tools (Salesforce, Outreach, etc.)
• Strong coaching and leadership skills, ability to motivate employees
• Decisiveness and attention to detail

• Remotely lead a team of Enterprise BDRs (inbound and outbound)
• Promote a team-based environment which delivers best-in-class meeting and pipeline generation results
• Lead, motivate and direct the activities of team members in order to achieve objectives and team performance for meetings held and pipeline generated
• Coach 1:1 and in team meetings to better understand call results and develop and maintain processes, best practices and expectations
• Collaborate with the Marketing and Sales teams to build, manage and track outbound campaigns
• Work with the Marketing team to optimize follow up of leads from inbound marketing campaigns
• Own the collective KPIs for the BDR team
• Collaborate with other GTM leaders to drive improvements to overall sales processes
• Effectively utilize our sales tech stack to ensure operational efficiency and data-driven decisions
• Lead data collection efforts and analysis for the BDR team for reporting, pinpointing and solving regressions, and optimizing performance.
• Regularly report on team/individual results while providing additional insights on activity and trends
• Develop short and long-term strategies to enhance performance, including tech stack optimization, workflow design, compensation/contests, training needs, professional development and overall quality of the program
• Ability to travel as needed: 15-25%