Director, Business Development

About the role

We are seeking to hire a BDR Director to lead, optimize, and modernize our enterprise outbound prospecting function. This is a high-impact role for a proven sales leader who thrives at the intersection of people development, process discipline, and cutting-edge go-to-market technology.

We are a cybersecurity company selling into enterprise businesses and MSSPs. The BDR Director will own pipeline generation strategy and execution, targeting large enterprise organizations across industries, and will be expected to lead a team with high potential that consistently delivers qualified SQLs through disciplined outbound execution.

This role is ideal for a hands-on leader who thrives in a lean, high-accountability environment where success requires equal parts strategy and execution. The right candidate builds scalable programs, influences cross-functional partners, and delivers results without relying on large teams or big budgets.

This role reports directly to the VP of Marketing and is fully remote, open to candidates based anywhere in the continental United States.

What you'll do

Outbound Prospecting & Pipeline Generation

• Design and execute outbound prospecting strategies across multiple channels: cold outreach, LinkedIn, intent-based campaigns, and event-driven sequences
• Build and refine multi-touch, persona-specific outreach playbooks targeting enterprise buyers such as CISOs, CIOs, and security operations teams
• Own SQL targets, holding the team accountable to activity, conversion, and quality metrics that drive downstream pipeline outcomes
• Leverage buying signals, technographic data, firmographic insights, and account prioritization frameworks to personalize outreach at scale
• Partner closely with Marketing on campaign alignment, marketing qualified accounts, lead management, and feedback loops to optimize quality
• Collaborate with Sales Executives to ensure smooth handoff processes and strong alignment
• Analyze funnel metrics, surface insights, and present weekly dashboards to Sales leadership

Team Leadership & Performance Management

• Lead, coach, and motivate a team of BDRs to exceed quota while maintaining a culture of accountability, learning, and resilience
• Establish clear performance standards, ramp plans, and career development tracks for individual contributors
• Run structured 1:1s, call reviews, messaging workshops, and coaching sessions that continuously improve prospecting effectiveness and conversion rates
• Hire, onboard, and retain top BDR talent
• Own outbound conversion performance across the funnel, including engagement rates, meeting conversion, SQL creation, and pipeline quality

AI, Technology & Signal-Based Selling

• Build a signal-driven prospecting motion that transforms intent data, engagement signals, and buying triggers into meaningful buyer conversations and qualified pipeline
• Build workflows that automate low-value tasks, so reps spend more time on high-impact conversations
• Partner with RevOps to ensure clean data hygiene, accurate attribution, and a well-instrumented tech stack
• Stay ahead of emerging AI capabilities in sales and continuously evolve the team's tooling and methodology
• Develop repeatable methodologies that help reps convert intent-rich accounts and buying signals into qualified conversations with the right enterprise buyers.

Qualifications

• 5+ years leading BDR/SDR teams, including at least 2 years in a Manager/Director-level or senior sales development leadership role
• Proven track record of consistently meeting or exceeding team SQL and/or pipeline generation targets
• Deep experience leading BDR teams selling complex cybersecurity solutions into large enterprise accounts
• Proven success converting intent signals, buying triggers, and engaged target accounts into SQLs within enterprise sales environments
• Demonstrated ability to improve prospecting conversion rates through coaching, messaging development, account strategy, and signal-based outreach methodologies
• Hands-on expertise with modern sales engagement platforms (ex: Outreach, Salesloft), CRM (Salesforce preferred), dialers (ex: Orum), intent data (ex: 6sense, DemandBase), and AI-driven prospecting tools (ex: Clay)

Skills & Competencies

• Exceptional written and verbal communication; able to craft compelling value-led messaging (email sequences, calling scripts, talk tracks) that leads to meetings and coach reps to do the same
• Strong analytical mindset: comfortable with SQL metrics, conversion analysis, A/B testing, and data-driven decision-making
• Highly organized with the ability to manage multiple priorities, run structured programs, and maintain operational rigor
• Entrepreneurial, resourceful, and energized by building scalable systems and developing high-performing teams in a lean, fast-moving environment where leaders are expected to drive both strategy and execution
• Collaborative partner to Marketing, Sales, and RevOps with a reputation for cross-functional influence
• Willing to roll up their sleeves and step into the prospecting motion as needed to cover gaps, support the team, or lead by example

The Perks of being a Swimlaner:

This is an opportunity to shape the next phase of growth for an established enterprise cybersecurity company. You'll have executive visibility, strong partnership with Marketing and Sales leadership, and the ability to define how modern, AI-enabled outbound prospecting drives pipeline across the business. In addition-

• Competitive Benefits & Compensation
• Stock Options
• Training & Professional Development Opportunities
• MacBook Pro
• Great Company Culture
• We value collaboration and innovation
• Give-back Volunteering Opportunities

Here at Swimlane, our core focus is to Automate the World of Security, and we strive to represent our five core values in everything we do:

• Punch above your weight class - We make the most of our circumstances and constantly surprise and impress with our ability to deliver.
• Be a happy innovator - The hard problems are the fun problems to solve; we’re excited to take on difficult challenges and find creative solutions.
• Always be leveling up - We are continuously improving, embracing change, and consuming information to better ourselves and each other.
• Move at the speed of WOW - We work with an extreme sense of urgency, but we never compromise quality.
• Have honesty and integrity in ‘all the things’ - We make decisions with the best of intentions, doing what is right for as many stakeholders as possible.

What’s the best thing about working at Swimlane? If you ask the team, they'll tell you it's the people. Swimlaners are innovative, collaborative, and driven by the purpose of revolutionizing the way security teams automate and respond to alerts. Headquartered in beautiful Denver, Colorado, Swimlane's staff spans 28 states and 23 countries!

Don't meet every single requirement? Studies have shown that women and people of color are less likely to apply to jobs unless they meet every single qualification. At Swimlane, we are dedicated to building a diverse, inclusive, and authentic workplace, so if you're excited about this role but your experience doesn't align perfectly with every qualification in the job description, we encourage you to apply anyway! You may just be the right candidate for this or other roles!

The base pay range for this role is $140,000.00 - $160,000 USD per year;  additional variable compensation for this opportunity will be discussed during the interview process.

To complete your application, please submit your resume to https://ats.rippling.com/swimlane