Team Lead, Business Development
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Job Description
Team Lead in Business Development at SANS, overseeing inbound and outbound sales strategies as well as coaching a sales team. Engaging with key decision-makers in cybersecurity assets.
Responsibilities:
- Own a personal book of target accounts and generate qualified pipeline for assigned Account Executives
- Execute outbound prospecting through calls, email sequences, and social engagement
- Qualify and follow up on inbound leads from marketing campaigns and web inquiries
- Schedule qualified meetings for Account Executives from both inbound leads and outbound prospecting
- Run discovery calls and qualify opportunities against SANS' ideal customer profile
- Successfully engage CISOs, security directors, learning and development leaders, and other senior decision-makers
- Design and iterate on outbound playbooks, inbound response workflows, and repeatable Go-To-Market sales plays
- Ensure the team records all customer communication, pipeline, tasks, leads, and opportunities in Salesforce CRM
- Participate in prospecting calls to support team development and reinforce best practices
- Collaborate with marketing on campaign execution, lead routing, and messaging alignment
- Share wins, losses, and learnings across the sales organization to accelerate collective growth
- Develop strong cross-functional relationships to maximize the impact and effectiveness of the BD team
- Travel to conferences, sales meetings, and team events as needed.
Requirements:
- 3-5 years of experience in B2B sales development, business development, or inside sales
- Demonstrated ability to mentor, coach, or informally lead peers
- Fluent in sales systems and platforms (Salesforce, Salesloft, ZoomInfo, Sales Navigator, etc.)
- Track record of consistently meeting or exceeding individual quotas and pipeline targets
- Strong understanding of B2B sales processes, lead qualification methodologies, and pipeline management
- Ability to successfully communicate and collaborate via phone, email, and web-based tools in a hybrid environment
- Experience building and executing outbound prospecting strategies and plays
- Strong organizational skills and attention to detail
- Bachelor's degree from an accredited institution or equivalent experience
- Team player with excellent communication and interpersonal skills
- Unrestricted authorization to work in the USA; visa sponsorship is not available.
Benefits:
- Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
- Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).
- Generous paid time off, including volunteer time.
- Access to professional development and SANS training opportunities.
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