Senior Manager, Business Development

ReversingLabs is providing the world's largest threat intelligence repository to protect software development and power advanced security solutions. The Senior Manager, Business Development will lead and evolve the Business Development function, overseeing a team responsible for driving top-of-funnel strategy, pipeline generation, and early-stage customer engagement.

Responsibilities:

• Build, develop, and lead a high-performing Business Development team (SDR/ISR), setting the vision, structure, and strategy to support company growth
• Own top-of-funnel pipeline generation strategy, ensuring consistent delivery of high-quality, sales-ready opportunities across segments and regions
• Mentor and develop team members through structured coaching, career development planning, and performance management to elevate individual and team performance
• Establish KPIs, dashboards, and reporting frameworks to measure team performance, pipeline health, and conversion effectiveness
• Partner closely with Sales, Marketing, and RevOps to design and execute integrated campaigns, territory plans, and strategic initiatives
• Continuously refine business development processes, qualification methodologies, and outreach strategies to improve efficiency and results
• Guide the team in leveraging modern prospecting techniques and tools to engage multiple personas and articulate the ReversingLabs value proposition
• Ensure pipeline coverage aligns with revenue targets, proactively identifying gaps and adjusting strategy to meet business needs
• Lead hiring, onboarding, and enablement efforts to attract and retain top business development talent
• Partner with internal stakeholders to ensure onboarding programs and ongoing training reflect evolving product offerings and market positioning
• Participate in QBRs, Sales Kickoffs, and leadership forums, providing insights into pipeline performance and business development impact
• Other duties as assigned

Requirements:

• 6-8+ years of experience in business development, sales development, or inside sales, including team leadership experience
• Proven success building and scaling pipeline generation in a high-growth, multi-segment environment
• Strong leadership track record with the ability to hire, develop, and retain top talent
• Experience owning and evolving business development strategy, not just execution
• Data-driven mindset with experience leveraging CRM tools (Salesforce preferred) to build reports, dashboards, and performance insights
• Demonstrated ability to work cross-functionally with Sales, Marketing, and RevOps to drive alignment and results
• Deep understanding of inbound and outbound business development strategies and modern prospecting tools
• Strong communication, organizational, and stakeholder management skills
• Ability to operate effectively in a fast-paced, evolving environment
• Passion for technology and curiosity within the cybersecurity landscape
• A hands-on, player-coach mentality with a focus on continuous improvement
• 5+ years of experience in cybersecurity or a related technical industry preferred