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Business Development Representative, Team Lead



Sales & Business Development
United States · Remote
Posted on Wednesday, May 15, 2024

The BDR Team Lead will play an integral role in ensuring Flashpoint achieves our strategic customer acquisition and revenue growth goals. Reporting to the VP of Revenue Marketing, you will take on ownership of an agile team of Business Development Representatives responsible for qualifying inbound marketing leads, outbound prospecting, securing meetings and generating qualified pipeline for our global sales organization. This is a uniquely entrepreneurial role in that you will have the opportunity to define and build the emerging BDR function within Flashpoint to industry best practice, partnering with sales and marketing leadership. To achieve this, you will initially serve in a player/coach capacity with both individual and team targets.

Your team is responsible for converting inbound marketing qualified leads and outbound leads to meetings and reaching out to the right personas at our target accounts to support company and sales goals.

Flashpoint is the pioneering leader in threat data and intelligence. We empower commercial enterprises and government agencies to decisively confront complex security challenges, reduce risk, and improve operational resilience amid fast-evolving threats. Through the Flashpoint Ignite platform, we deliver unparalleled depth, breadth and speed of data from highly relevant sources, enriched by human insights. Our solutions span cyber threat intelligence, vulnerability intelligence, geopolitical risk, physical security, fraud and brand protection. The result: our customers safeguard critical assets, avoid financial loss, and protect lives. Discover more at flashpoint.io

We have a role for you if

  • You are experienced in generating qualified meetings for B2B SaaS Sales Teams
  • You are experienced and have been successful with high volume inbound and outbound motions
  • Your meetings have successfully converted to opportunities, qualified pipeline and revenue
  • You have been a top performer on your BDR team, consistently meeting or exceeding targets
  • You have been successful in a lead BDR role, and have managed BDRs
  • You are a “builder” and entrepreneurial by nature

What you will get to do on our team

  • Drive BDR team attainment, taking ownership of strategy and performance
  • Establish and manage daily, weekly, and monthly KPIs and metrics to validate individual and team performance
  • Deliver daily leadership and coaching to team members
  • Build and maintain a supportive and positive climate of success
  • Recruit, train and optimize a team of BDRs responsible for inbound and outbound sales engagements.
  • Refine the sales pitch and process to achieve optimum results
  • Provide weekly reporting to marketing / sales management and leadership
  • Be the primary liaison and work closely with Marketing, Marketing Ops, and Sales Ops to ensure a smooth flow of information and reporting throughout the Marketing/Sales life cycle
  • Build and maintain productive relationships with Account Executives and Sales Directors
  • Maintain comprehensive and accurate records in SFDC which document all activities
  • Ensure team adoption of systems including Salesforce, SalesLoft, SalesNavigator, Calendly, G2, ZoomInfo, 6Sense and G-Suite

What you will achieve

  • Within 30 days
    • You will have audited & begun to optimize our BDR engine and team in support of BDR, Marketing, Sales and Company goals.
  • Within 60 days
    • You will have fully activated an updated BDR engine and have data to show its impact.
  • By 90 days
    • You will have a full quarter of quick wins and have identified big bets to drive the BDR team to its annual target

To be successful in this role, you will need

  • People leadership experience in an outbound emailing / messaging / calling, B2B sales environment
  • Experience in developing successful cadences for targeted outreach, including cold call scripting and email copy.
  • Experience selling to a technical buyer at Senior Director / C-level
  • Able to take a hands-on approach, with a passion for leading and coaching high-performing teams
  • Experience using systems including Salesforce, SalesLoft, SalesNavigator, Calendly, G2, ZoomInfo, 6Sense and G-Suite
  • Committed, enthusiastic, and able to thrive in a fast-paced sales environment
  • Detail-oriented and able to process activity and results data and interpret into actions to improve team performance and communicate progress and needs to other departments
  • A role model of professionalism, committed, enthusiastic, and able to thrive in a fast-paced, dynamic environment

Base Pay Range: $75,000/yr - $85,000/yr plus commission

Why Flashpoint is a Great Place to Work:

  • Diversity. Flashpoint is committed to fostering, cultivating and preserving a culture of diversity, inclusion, belonging, and equity. We recognize that diversity is key to achieving our vision. We believe that every person and their experiences contribute to building a work environment and products and services that will change the world.
  • Culture and Belonging. Our company’s culture isn’t something you join, it’s something you build and shape, and each person's unique backgrounds and experiences contribute to who Flashpoint is and will become. You will have ample opportunities to connect with coworkers through various communication channels and company-funded virtual events: book clubs, happy hours, committees, DIBE discussion group, Donut mixers, local team member meetups and much more.
  • Perks. Flashpoint understands that personal wellness is one of the keys to a happy, healthy and productive work environment. That’s why we also prioritize health and wellness perks like gym reimbursements, expensed lunches, cool cultural initiatives and inclusive employee events.
  • Career Growth. Flashpoint is invested in the growth of our team members and understands that frequent, two-way feedback is critical to that growth. We encourage regular one-on-ones with your manager, a regular schedule of performance reviews, learning and development opportunities, and guidance through formalized career paths; whether that be towards being a great manager, being a great individual contributor, or a lateral move to gain breadth of knowledge and experience.

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