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

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

sales developmentpipeline generationoutbound strategymessaging refinementcoachingdata-driven decision makingfunnel performancemetrics analysisteam buildingBDR function development

Soft Skills

leadershipcoachingcollaborationorganizationpersistenceresilienceinfluencecuriosityaccountabilitycontinuous improvement