About the role

Role Overview

Business Development Representative Manager (Player-Coach) at Cobalt (Full remote). Lead and coach a team of outbound BDRs across North America and EMEA, partnering with Marketing and Sales to improve messaging, personalization, and outbound funnel performance.

Key Responsibilities

Manage & coach a distributed outbound BDR team (run regular 1:1s, call reviews, and pipeline coaching).
Own hiring, onboarding, and ramp planning, including quota setting and accountability to activity and outcome metrics.
Improve outbound execution: messaging, sequencing, and personalization; translate Growth Marketing/ABM priorities into outbound.
Establish operational rigor around activity metrics and pipeline quality.
Diagnose and fix bottlenecks in the outbound funnel; use funnel reporting to identify leaks.
Provide feedback to sharpen targeting and messaging.

Requirements

5+ years managing an outbound BDR/SDR team in cybersecurity.
Experience leading distributed teams across multiple time zones.
High tolerance for ambiguity and rapid iteration; comfortable “figure it out” environments.
Hands-on fluency with outbound sales engagement tools and sales intelligence, including:
- Salesloft or Outreach
- Apollo, ZoomInfo, LinkedIn Sales Navigator
- AI SDR tooling (e.g., Qualified)
- Dialers (e.g., Orum, Nooks)
Ability to build a BDR playbook from scratch.
Experience with building process, fixing funnels, or standing up programs with limited resources.
Strong analytical skills for funnel reporting and root-cause diagnosis.
Direct, candid communication; comfortable giving and receiving feedback.

Nice to Have

Exposure to AI SDR or conversational AI in a GTM context.
Domain experience in cybersecurity, PTaaS, or a related technical B2B category.

About Cobalt

Cobalt is a fast-growing company in the cybersecurity industry. The role focuses on outbound business development operations and improving sales execution through coaching, process rigor, and AI-assisted sales tooling.