Binary Defense is seeking an experienced and strategic Senior Business Development Manager to architect and lead our Business Development program from the ground up. 

This individual will be responsible for designing and implementing scalable inbound and outbound prospecting strategies, optimizing sales handoff processes, and aligning with sales and marketing teams to drive revenue growth.

This is a high-impact role that requires a hands-on approach in building and managing a high-performing BDR team, leveraging ABM (Account-Based Marketing) strategies, and utilizing cutting-edge sales technology, including Salesforce, HubSpot, 6sense, and Salesloft.

KEY RESPONSIBILITIES

BDR Program Strategy & Leadership

· Design and execute the end-to-end BDR program, ensuring alignment with sales and marketing objectives.

· Develop and document inbound and outbound playbooks, defining best practices for lead qualification and engagement.

· Establish and track sales handover cadences, SLAs, and performance KPIs to ensure smooth lead progression.

· Hire, train, and mentor a high-performing BDR team, setting clear performance expectations.

· Continuously optimize processes based on data-driven insights, market trends, and emerging best practices.

Inbound Lead Qualification & Sales Handoff

· Define lead scoring and prioritization criteria, leveraging 6sense and HubSpot to focus on high-intent leads.

· Implement structured email, call, and follow-up cadences to maximize engagement and conversions.

· Apply qualification frameworks such as BANT, MEDDIC, or CHAMP to ensure leads meet the right criteria before passing to sales.

· Track and analyze conversion rates from Marketing Qualified Lead (MQL) ? Sales Qualified Lead (SQL) ? Opportunity to optimize the funnel.

Outbound Prospecting & Account Strategy

· Develop target account strategies using intent data from 6sense to prioritize high-propensity accounts.

· Align outbound prospecting with ABM strategies (one-to-one, one-to-few) and execute highly personalized outreach.

· Collaborate with marketing on multi-channel campaigns (LinkedIn, email, calls, direct mail, etc.) to increase engagement.

· Build customized sales plays based on buying signals and industry-specific pain points.

Performance Metrics & Optimization

Track and report on core KPIs, including:

• Meetings Set

• Meetings Held

• Sales-Qualified Opportunities (SQOs)

• Pipeline Contribution from BDRs

• Conversion Rates (MQL ? SQL ? Opportunity)

Monitor secondary metrics to identify areas for improvement:

• Response time to inbound leads

• Outbound touchpoint-to-meeting ratio

• Influence on deal velocity

Tech Stack & Process Integration

• Salesforce: CRM and reporting backbone for lead and pipeline tracking.

• HubSpot: Inbound lead management and marketing automation.

• 6sense: Intent-based targeting and lead prioritization.

• Salesloft: Outreach automation, cadence tracking, and sales engagement.

• Sales Acumen: Strong sales presentation, communication, and closing skills with a proven ability to generate and sustain new business.
• Time & Territory Management: Experienced in managing outside sales, time, and territory effectively to maximise results.
• Professional Communication: Exceptional verbal and written communication skills with the ability to present complex ideas clearly and persuasively.
• Multi-Tasking & Resilience: Capable of managing multiple activities, handling rejection, and maintaining focus on achieving goals.
• Attention to Detail: Keen attention to detail, ensuring accuracy in proposals, negotiations, and account management.
• Consultative Selling: Skilled in consultative sales methods, understanding customer pain points, and offering tailored solutions that deliver measurable value.

Qualifications:

• Solid history of sales success, preferably within a technology solutions environment.
• Expertise in solutions selling and value-based sales approaches.
• Experience working in a performance-based compensation structure.
• Degree education is preferred but not essential for the right candidate.
• Proficiency in CRM systems, MS Office, and other relevant sales tools.

About Binary Defense

Binary Defense is a trusted leader in security operations, supporting companies of all sizes to proactively monitor, detect and respond to cyberattacks. The company offers a personalized Open XDR approach to Managed Detection and Response, advanced Threat Hunting, Digital Risk Protection, Phishing Response, and Incident Response services, helping customers mature their security program efficiently and effectively based on their unique risks and business needs.

With a world-class 24/7 SOC, deep domain expertise in cyber, and sophisticated technology, hundreds of companies across every industry have entrusted Binary Defense to protect their business. Binary Defense gives companies actionable insights within minutes not hours, the confidence in their program to be resilient to ever-changing threats, and the time back that matters most to their business.

Binary Defense is also the Trusted Cybersecurity Partner of the Cleveland Browns and partners with PGA TOUR players. For more information, visit our website, check out our blog, or follow us on LinkedIn.

Binary Defense offers competitive medical, dental and vision coverage for employees and dependents, a 401k match which vests every payroll, a flexible and remote friendly work environment, as well as training opportunities to expand your skill set (to name a few!). If you’re interested in joining a growing team with great perks, we encourage you to apply!