Sales Development Manager

ArmorCode is hiring a Sales Development Manager to lead its BDR team and drive consistent pipeline generation for its cybersecurity platform. The role oversees inbound and outbound execution, hiring, coaching, onboarding, meeting quality, team operations, marketing alignment, and process optimization.

Responsibilities:

• Understanding the marketing and sales funnels, territory mapping, and prioritization of accounts
• Ensuring timely follow ups on inbound, marketing qualified leads and reporting on activity and outcomes
• Work with field sales, marketing, and channel sales to prioritize target account engagement plan and progress reporting
• Reinforce ArmorCode's messaging, prospecting methodology, sequencing strategy, objection handling, and account-based targeting
• Keep the team sharp on the fundamentals that drive consistent pipeline generation
• Create a strong pipeline of candidates and hire top cybersecurity BDR talent. Always be opportunistic and ready to backfill vacancies in quick succession
• Own the day-to-day development of the BDR team through structured weekly 1:1s, call reviews, pipeline inspections, and individualized development plans
• Provide real-time feedback that drives consistent improvement and accountability across the team
• Actively participate in recruiting by screening candidates, conducting interviews, and contributing to hiring decisions
• Help build a pipeline of BDR talent that reflects ArmorCode's standards and culture
• Lead onboarding for all new BDRs, ensuring every hire follows a structured program designed to accelerate time-to-productivity
• Own the ramp experience from day one through the first qualified meeting
• Go beyond meetings set/held volume. Review discovery preparation, target account selection, and AE feedback to ensure BDRs are generating meetings that convert to opportunities
• Own the team's operational rhythm: number of touches (calls, emails, LinkedIn reach outs), standups, pipeline reviews, activity tracking, and KPI reporting
• Keep the team focused, informed, and moving
• Partner closely with Marketing to ensure seamless campaign execution, timely inbound follow-up, event support, and accurate lead routing
• Bridge the gap between demand generation and outbound execution
• Identify and drive improvements across Salesforce, Outreach, ZoomInfo, Nooks, Seamless and related tools
• Identify high performers early and invest in their growth
• Build development plans that prepare top BDRs for advancement into AE roles, creating a sustainable internal pipeline
• Serve as the first line of support for the team answering questions, removing blockers, and holding the day-to-day so leadership can stay focused on strategy
• Be the steady, accountable presence the team relies on

Requirements:

• 2-3 years of hands-on BDR or SDR experience, preferably in B2B SaaS or cybersecurity
• 1+ year of experience managing a BDR or SDR team. Both the BDR experience and the management experience are required; one without the other is not a fit
• Strong understanding of outbound prospecting methodologies and pipeline fundamentals
• Hands-on experience with Salesforce, Outreach, ZoomInfo and other go-to-market tools
• Ability to use AI tools creatively to speed up and streamline BDR activities
• Coaching mindset: energized by developing others, not just hitting your own number
• Clear, direct communicator who gives honest feedback and holds accountability with care
• Comfortable in a fast-moving, high-growth environment