About the role and the team:
Reporting directly to the U.S. Head of Sales, you will be joining a high-performing team of professionals spread across the U.S., a group fully dedicated to bringing in new customers and fueling DataDome’s rapid growth. This team has been the driving force behind our exponential expansion in recent years, so get ready to join a rocket ship! 🚀
DataDome’s core values include #TeamSpirit and #Passion. You will be expected to collaborate closely with other teams and show great enthusiasm and energy.
Your scope: As the U.S. Business Development Director you will build and lead DataDome’s U.S. outbound motion, an important source of pipeline for a fast-growing cybersecurity company that is a pioneer in our industry. You will manage a team of 8: 5 BDRs targeting Enterprise accounts, a BDR Team Lead and 2 Commercial Account Executives who own the full sales cycle on mid-market and commercial accounts.
👉 You will be more specifically in charge of...
Outbound and BDR team
- Build and execute the outbound strategy and tactics to book meetings with DataDome target accounts: territory and account assignment, outreach plays, and activation of intent signals sent by the Growth team.
- Provide day-to-day team animation and management: individual and team performance goals, activity tracking, review of tactic efficacy, blitz routines, cross-training, coaching and mentoring.
- In close collaboration with the Sales Enablement team, ensure BDRs are trained on Account Executive partnership, uniform reporting practices (through Salesforce), product information, and outreach strategy and templates.
- Work with Marketing & Growth teams to build coordinated programs tied to performance, and adapt them based on results.
- Own the BDR to AE handoff: quality of meetings, show rate and conversion to opportunity.
Commercial Account Executives
- Lead, coach and develop the Commercial AEs through the full sales cycle: MEDDPICC discovery and qualification, product demo, proof of concept with our solutions engineers, procurement and signature.
- Monitor sales performance: activity, pipeline, forecasts and closed deals. Run pipeline reviews and forecast calls, and be accountable for the achievement of the team’s targets.
- Recruit, onboard and develop new team members as the team grows.
- Partner closely with the U.S. Head of Sales, the CRO and the Growth, Marketing and Solutions Engineering teams to ensure long-term company success.
Across the team
- Anticipate challenges and scale processes, technology and team to support the growth of pipeline over time.
- Take ideas, test them against data, turn them into action and supervise the success of projects and system improvements.
- Continuously innovate our sales approach and share best practices to accelerate customer acquisition and revenue growth.
Required
- Proven experience managing both outbound BDR teams and closing (quota-carrying) Account Executives in a SaaS environment
- 5+ years leading a team of BDRs and/or Account Executives
- Hands-on experience with deal inspection, MEDDPICC (or a comparable methodology), pipeline reviews and forecasting in Salesforce
- Strong mentoring and development skills with a track record of building successful teams
- Passion for prospecting and sales standard methodologies
- Self-motivated, standout colleague with a can-do attitude
It would be great if you...
- Hold a Bachelor’s degree in Business, Marketing, or a related field, or equivalent professional experience
Bonus points if you have...
- Experience with Salesforce, Outreach, Nooks, Gong and Sales Navigator
- Experience in Bot Management or the cybersecurity industry
- Experience scaling BDR teams in a scale-up environment
Location and compensation
- Location: New York, hybrid (our NY office is located in the heart of Soho)
- Target on-target earnings (OTE): $280K - $300K
- Base salary range: $150K - $170K
- Variable compensation: on the BDR team side, based on meetings booked and SQLs generated; on the Commercial AE side, based on closed ARR.
What’s in it for you?
- Flex Life: Hybrid and in-office options. Our new office is in the heart of Soho, with complimentary snacks, drinks and social events in one of the trendiest neighborhoods in Manhattan, plus a $500 WFH stipend to set up your ideal workspace.
- Generous Health Benefits: Comprehensive medical, dental, and vision coverage to keep you at your best.
- Professional Development: #Growth is part of our DNA, therefore we provide an annual stipend to invest in yourself.
- Events & Team building: Feel the #TeamSpirit both virtually & onsite, with several events and workshops planned throughout the year including two annual offsite events, summer & winter parties, lunch & learns, & much more.
- Perks: We prefer to adapt to what works best for you. Some prefer lunch on us, others prefer sports with friends, therefore we believe DataDomers should decide what works best for them.
- Parent Care: Gifts & care packages.
- PTO: 27 days + 13 national holidays.
- 401(k) eligibility + matching.
What are the next steps?
- You x Hiring manager: you will meet our U.S. Head of Sales and assess together how your experience and skill set will allow you to outperform in this role.
- You x Panel: case study and presentation, based on a real-life situation very similar to what you’ll face on a daily basis at DataDome.
- You x Chief Revenue Officer
- You x The CEO: let’s solidify it is a great fit for both!
- Welcome to DataDome!
DataDome stops cyberfraud and bots in real time, outpacing AI-driven fraud from simple to sophisticated across your sites, apps, and APIs. Named a Leader in the Forrester Wave for Bot Management, the DataDome platform is built on a multi-layered AI engine that focuses on intent, not just identity. Because it’s not about knowing who’s real, it’s about what they intend to do. With thousands of AI models that adapt to every fraudulent click, signup, and login, DataDome blocks fraud in less than 2 milliseconds, without compromising performance. DataDome is fully automated and integrates seamlessly into any tech stack. Backed by a 24/7 SOC team of advanced threat researchers, DataDome stops over 350 billion attacks annually. Experience protection that outperforms with DataDome.
DataDome is an equal opportunity employer, and proud to be committed to diversity and inclusion. We will consider all qualified applicants without regard to race, color, nationality, gender, gender identity or expression, sexual orientation, religion, disability or age.
