Cobalt

Business Development Rep

• Manage, coach, and develop a team of outbound BDRs across North America and EMEA time zones.
• Run regular 1:1s, call reviews, and pipeline coaching to improve conversion at each funnel stage.
• Coach reps on executive-level communication, discovery, account research, and strategic prospecting for enterprise and mid-market conversations.
• Own hiring, onboarding, and ramp planning for the outbound team.
• Set and manage quotas, and hold reps accountable to activity and outcome metrics.
• Drive improvements to messaging, sequencing, and personalization.
• Build a high-performance, low-ego team culture rooted in continuous improvement and candid feedback.
• Partner with Growth Marketing and Sales leadership to translate campaign and ABM priorities into outbound execution.
• Own the outbound contribution to SQO targets; report on pipeline health, conversion, and forecast accuracy.
• Establish operational rigor around activity metrics, conversion rates, and pipeline quality, ensuring consistent execution across the team.
• Diagnose and fix bottlenecks in the outbound funnel (deliverability, response rates, meeting-to-SQO conversion).
• Bring front-line market and prospect feedback back to Growth Marketing and Sales leadership to sharpen targeting and messaging.
• Partner cross-functionally with Growth Marketing and RevOps to co-own and maximize the performance of our inbound AI SDR engine.
• Monitor response quality, conversion, and escalation accuracy; drive iterative improvements to prompts, routing logic, and qualification criteria.
• Recommend and implement process changes to improve human/AI handoff on inbound leads.

Business Development Representative – Manager

Sales

• Develop and execute a global sales strategy to drive high growth and dominate the Continuous Offensive Security Testing Market
• Translate new AI products capabilities (autonomous pentesting, AI pen tester, risk-based testing triggers, compliance offerings) into customer value propositions and sales plays.
• Build upon the existing enterprise motion, while keeping momentum of the higher velocity sales motion. Leverage land-and-expand playbooks and help drive larger ACVs.
• Work with sales ops to implement a scalable sales operating system, ensuring rigorous pipeline and forecasting discipline.
• Hire, coach, and develop sales leaders and AEs; define roles, compensation inputs, metrics, territories, and performance management frameworks.
• Work closely with Marketing to ensure leads are quality and reps are hunting (not waiting). Define SLAs, feedback loops, and continuous optimization.
• Activate your CISO rolodex. Cold outreach, warm introductions, and strategic hunting are table stakes in a competitive market.
• Partner with Product and Finance on pricing strategy, packaging, competitive positioning, and deal management.
• Partner with Head of Customer Success on account health, retention, and expansion for high-value enterprise accounts.
• Communicate sales strategy and wins broadly with the executive team and board. No silos. Be the trusted voice of sales in leadership.
• Partner with Product Management on the product strategy. Bring the voice of the customer to Cobalt.

Senior Vice President – Global Sales

Account Executive

• Own and manage a defined territory of strategic enterprise accounts, with a mandate to land new business and grow existing accounts.
• Conduct deep account research to uncover whitespace, map buying centers, and identify stakeholders in security, product, IT, and engineering.
• Develop and execute tailored territory plans and account strategies to drive multi-threaded engagement across key accounts.
• Meet with customers and prospects in person to build trust, advance deals, and unlock new opportunities.
• Collaborate with Cobalt’s Customer Success, Solutions, and Channel teams to create value at every stage of the customer lifecycle.
• Leverage partners and ecosystem relationships to accelerate pipeline creation and influence opportunities.
• Maintain rigorous pipeline hygiene and forecasting accuracy.
• Contribute to continuous process improvement by sharing insights and feedback from the field.

Enterprise Account Director

• Own the entire sales cycle for your assigned SMB territory, from prospecting through close.
• Build, manage, and close a healthy pipeline of net new business opportunities.
• Drive expansion opportunities within existing customer accounts to maximize revenue growth.
• Manage relationships across a large portfolio of 100+ active customer accounts.
• Deliver compelling 30-minute product demonstrations that clearly communicate business value.
• Maintain accurate pipeline hygiene, forecasting, and opportunity management within CRM.
• Consistently achieve and exceed a $1M annual quota.
• Partner cross-functionally with Sales Development, Customer Success, Marketing, and Solutions Engineering to deliver an exceptional customer experience.

• Identifying and creating new qualified opportunities for the sales team
• Managing outbound campaigns and inbound lead flow within their territory
• Qualifying and identifying critical decision makers
• Positioning the Cobalt value proposition
• Being an expert in PtasS offering

Business Development Representative

QA Automation Engineer

• Build and own the technical infrastructure that powers our revenue engine.
• Own the systems, automations, integrations, and data foundations that enable our teams to operate more efficiently and make better decisions.
• Architect scalable solutions across Salesforce, HubSpot, AI-powered workflows, and the broader GTM technology stack.
• Ensure the business has clean data, reliable systems, and streamlined processes.
• Modernize and scale our GTM infrastructure, improve data quality and system reliability, increase automation across the revenue organization, reduce operational bottlenecks, and help establish a more AI-native operating model.

Senior GTM Systems – Automation Engineer

Solutions Engineer

• Lead and coach the solutions architecture team
• Work with sales leadership to establish and refine our customer facing demos and presales process with the goal of reducing sales timelines and increasing conversion rates and deal size
• Drive a culture of accountability and collaboration
• Represent Cobalt’s unique value prop to customers and prospects
• Serve as a technical advisor to customers/prospects on how to best build a continuous offensive security program
• Represent Cobalt at trade shows and industry events
• Represent the customer internally, providing input on the product roadmap, messaging, positioning and pricing
• Partner cross functionally to shape new offerings and business models