Business Development Manager responsible for leading opportunity maturation and pursuit for the US Air Force. Engaging with stakeholders and developing business growth strategies for national defense.
About the role
- Manager, Business Development leading AMER BDR function at XBOW shaping cybersecurity with AI. Building outbound engine and developing top-performing BDRs while collaborating with Sales and Marketing teams.
Responsibilities
- Build and lead the BDR team: hire, onboard, coach, and develop high-performing BDRs as we scale.
- Own pipeline generation for the sales organization, ensuring consistent, high-quality outbound contribution.
- Define and refine outbound strategy, including ICPs, segmentation, messaging, and campaign design.
- Partner closely with Sales Leadership, Account Executives, and Marketing to align on targets, priorities, and GTM motions.
- Establish and continuously improve processes, metrics, and tooling (e.g. CRM hygiene, activity benchmarks, conversion rates).
- Provide ongoing coaching and feedback, including call reviews, messaging refinement, and deal support.
- Stay close to the field—jump into prospecting, experimentation, and deal support when needed.
- Translate learnings from the BDR team into actionable insights for positioning, messaging, and GTM strategy.
- Create a strong team culture centered on curiosity, accountability, and continuous improvement.
Requirements
- A proven sales development leader with a minimum of 2 years experience managing and scaling BDR/SDR teams.
- Located in Arlington, VA or D.C. Metro area, and willing to commute to an office to best build the teams capabilities and culture
- Comfortable operating in early-stage, fast-moving environments where structure is built—not inherited.
- A strong coach who enjoys developing talent and helping individuals exceed their potential.
- Highly organized and data-driven, with a strong understanding of outbound metrics and funnel performance.
- Confident engaging with technical buyers and helping your team build credibility with engineering and security stakeholders.
- Collaborative by nature, with the ability to influence cross-functional partners.
- Persistent, resilient, and motivated by building something from the ground up.
- Bonus if you have: Experience in B2B SaaS, especially developer tools, security, DevOps, or infrastructure products.
- Previous experience building a BDR function at an early-stage startup.
- Familiarity with tools like Salesforce, Apollo.io, Outreach, LinkedIn Sales Navigator, or similar platforms.
- An interest in cybersecurity, AI, and emerging technology trends.
Benefits
- Competitive salary
- clear performance-based incentives
- equity package
- opportunities to progress within the sales organization
- meaningful work directly impacting XBOW’s mission
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