Role Description As the Enterprise Sales Development Manager, you will lead a team of Sales Development Representatives to penetrate complex enterprise accounts through high-touch outbound campaigns. You’ll drive operational excellence by coaching on AI-enabled prospecting and conducting pipeline inspections to maximize meeting-to-qualified pipeline conversion. Partnering with Enterprise Sales leadership, you’ll bridge outreach and strategic account planning to build a high-conversion revenue funnel. What Will You Do? - Build, lead, and scale a team of 6–8 Enterprise SDRs aligned 1:4 with Enterprise AEs - Drive high operational rigor through call reviews, pipeline inspections, outbound strategy sessions and skill development - Improve meeting-to-qualified pipeline conversion through stronger qualification and AE alignment - Hire, onboard, and ramp new Enterprise SDR talent - Mentor SDRs on strategic prospecting and long-term career development - Drive strategic pipeline generation through account-based prospecting and targeted outbound campaigns into large enterprise accounts - Establish and enforce Enterprise prospecting standards across research, messaging, and account penetration - Guide SDRs in partnering with Enterprise AEs to develop account plans and coordinate multi-threaded outreach - Increase white space coverage and executive-level engagement within assigned territories - Build and iterate on outbound plays aligned to enterprise segments - Establish and track KPIs focused on qualified meetings, qualified pipeline, and account penetration - Own Enterprise Pipeline Reviews with sales leadership covering pipeline health and territory coverage - Partner with frontline Enterprise Sales Leaders to ensure alignment and quality opportunity handoffs - Ensure disciplined execution across Salesforce, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-enabled prospecting tools - Drive data accuracy, reporting clarity, and operational rigor - Champion adoption of modern prospecting tools and AI-driven workflows - Leverage AI for account prioritization, personalization, and signal-based outreach - Integrate data-driven insights into team prospecting strategy and daily execution - Elevated outbound prospecting quality and strategic account penetration - Strong meeting-to-qualified pipeline conversion - Clear Enterprise prospecting standards operationalized across the team - High-trust partnership between SDRs and Enterprise Sales - A disciplined, strategic SDR team operating as business partners — not activity executors - Successfully developing and coaching BDRs to be future company AEs Qualifications - 2+ years of experience managing SDR/BDR teams, with experience supporting Enterprise sellers - Proven track record of building teams that successfully prospect into complex enterprise organizations - Strong understanding of enterprise sales cycles and account-based prospecting strategies - Experience developing structured prospecting systems and performance frameworks - Fluency in Salesforce, SalesLoft (or similar engagement platforms), ZoomInfo, LinkedIn Sales Navigator, and modern prospecting tools - Demonstrated coaching excellence and performance improvement track record - Experience hiring and ramping SDR talent - Bachelor’s degree or equivalent work experience - Experience managing teams prospecting to Fortune 500 or Global 2000 accounts - Track record of developing SDRs who transition successfully into Enterprise AE roles - Experience building enterprise prospecting playbooks and outbound standards - Cybersecurity or relevant industry experience - Personal closing experience is a plus, but not required Benefits - Equity & Rewards - Restricted Stock Units (RSUs) - Employee Stock Purchase Plan (ESPP) - Flexible time off - Paid company holidays and paid sick time - Gender-neutral parental leave - Grandparent leave - Medical, dental, and vision coverage - 401(k) retirement plan with company match - Life and disability insurance - Health and dependent care FSA - Voluntary benefits (hospital, accident, critical illness) - Employee Assistance Program (EAP) - ARAG pre-paid legal - Nationwide pet insurance - Cancer Care program - Global business travel medical insurance - Home office allowance - Mobile phone reimbursement - Wellness coach - Wellness/gym reimbursement - Fertility coverage - Adoption & surrogacy reimbursement

• Represent the company’s products and services, using comprehensive knowledge as well as consumer research to explain how our solutions meet customer needs • Generate leads and build relationships by nurturing warm prospects and finding potential new sales opportunities • Manage and maintain a pipeline of interested prospects and engage sales executives in next steps • Identify best practices for refining the company’s lead-generation playbook • Utilize Salesforce, cold calls, and email to generate new sales opportunities • Run effective outreach cadences using Salesloft • Identify the needs of prospects, and suggest appropriate products or services • Build long-term, trusting relationships with prospects to qualify leads as sales opportunities • Proactively seek new business opportunities in the market • Set up and coordinate meetings or calls between (prospective) customers and sales executives • Take initial discovery calls to qualify potential opportunities • Support the AttackIQ team at key enduser and partner events • Report to VP EMEA with weekly, monthly, and quarterly results

• Realizar prospecção ativa (Outbound) por meio de Cold Calls, Cold Emails, LinkedIn, WhatsApp e outros canais • Qualificar leads oriundos das ações de marketing (Inbound) • Identificar dores, desafios e oportunidades de negócio utilizando metodologias consultivas como SPIN Selling, BANT e GPCT • Conduzir conversas consultivas e realizar o tratamento de objeções com foco na geração de valor • Agendar reuniões qualificadas para os Executivos de Vendas • Manter o CRM atualizado com informações completas sobre cada lead • Cumprir metas de prospecção, qualificação e geração de oportunidades • Colaborar na construção e melhoria dos processos comerciais da área

• Advising customers on potential solutions, providing ongoing support, and building strong relationships through excellent customer service • Preparing outbound outreach campaigns and email sequences, while responding promptly and professionally to customer enquiries • Identifying, prospecting, and contacting new leads through both inbound and outbound channels, following up via email, phone, and other outreach methods • A/B testing different approaches to optimize results and improve conversion rates • Conducting online platform demos to showcase our products' benefits and features • Creating and negotiating offers to close deals with potential customers • Upselling to active customers by identifying additional value and benefits