Sales Development Manager

About ArmorCode ArmorCode delivers the Agentic Control Plane for Unified Exposure Management. The ArmorCode platform ingests findings from 400+ security tools, correlates them with business context in the Context Risk Graph, and puts Anya AI agents to work prioritizing, routing, and verifying fixes. Enterprises including Visa, PayPal, Volvo Group, and Johnson Controls use ArmorCode to remediate at machine speed and reduce risk fast. Processing over 400 billion+ findings a year across hundreds of native integrations, ArmorCode unifies, prioritizes, and drives remediation across applications, cloud, code, infrastructure, and AI. Powered by Anya, the industry's first agentic AI framework for enterprise security, ArmorCode is trusted by global enterprises to reduce exposure and adopt AI and modern software practices with confidence, without replacing existing tools or forcing vendor consolidation. ArmorCoders believe in five core values: Hungry. Humble. Hardworking. Honest. Human. Our organization is powered by exceptional professionals who bring fresh ideas and passion to their roles, believing that nothing is beyond reach when our "5H" principles are applied. In their work and professional relationships, ArmorCoders commit to excellence and experiences that leave an impression. What You'll Own Inbound/Outbound and ABX Execution • Understanding the marketing and sales funnels, territory mapping, and prioritization of accounts • Ensuring timely follow ups on inbound, marketing qualified leads and reporting on activity and outcomes • Work with field sales, marketing, and channel sales to prioritize target account engagement plan and progress reporting. • Reinforce ArmorCode's messaging, prospecting methodology, sequencing strategy, objection handling, and account-based targeting. • Keep the team sharp on the fundamentals that drive consistent pipeline generation. Hiring, Coaching, & Performance Management • Create a strong pipeline of candidates and hire top cybersecurity BDR talent. Always be opportunistic and ready to backfill vacancies in quick succession • Own the day-to-day development of the BDR team through structured weekly 1:1s, call reviews, pipeline inspections, and individualized development plans. • Provide real-time feedback that drives consistent improvement and accountability across the team. • Actively participate in recruiting by screening candidates, conducting interviews, and contributing to hiring decisions. • Help build a pipeline of BDR talent that reflects ArmorCode's standards and culture. Onboarding & Ramp • Lead onboarding for all new BDRs, ensuring every hire follows a structured program designed to accelerate time-to-productivity. • Own the ramp experience from day one through the first qualified meeting. Meeting Quality • Go beyond meetings set/held volume. Review discovery preparation, target account selection, and AE feedback to ensure BDRs are generating meetings that convert to opportunities. Daily Operations • Own the team's operational rhythm: number of touches (calls, emails, LinkedIn reach outs), standups, pipeline reviews, activity tracking, and KPI reporting. • Keep the team focused, informed, and moving. Marketing Alignment • Partner closely with Marketing to ensure seamless campaign execution, timely inbound follow-up, event support, and accurate lead routing. • Bridge the gap between demand generation and outbound execution. Process & Tools Optimization • Identify and drive improvements across Salesforce, Outreach, ZoomInfo, Nooks, Seamless and related tools. • Remove friction, improve reporting accuracy, and increase team productivity through smarter systems usage. Talent Development • Identify high performers early and invest in their growth. • Build development plans that prepare top BDRs for advancement into AE roles, creating a sustainable internal pipeline. Team Leadership • Serve as the first line of support for the team answering questions, removing blockers, and holding the day-to-day so leadership can stay focused on strategy. • Be the steady, accountable presence the team relies on. WHO YOU ARE • 2-3 years of hands-on BDR or SDR experience, preferably in B2B SaaS or cybersecurity. • 1+ year of experience managing a BDR or SDR team. Both the BDR experience and the management experience are required; one without the other is not a fit. • Strong understanding of outbound prospecting methodologies and pipeline fundamentals. • Hands-on experience with Salesforce, Outreach, ZoomInfo and other go-to-market tools. • Ability to use AI tools creatively to speed up and streamline BDR activities. • Coaching mindset: energized by developing others, not just hitting your own number. • Clear, direct communicator who gives honest feedback and holds accountability with care. • Comfortable in a fast-moving, high-growth environment. Why This Role, Why Now ArmorCode is building the category-defining platform for Unified Exposure Management. We're entering a pivotal growth phase with a strong product, a proven team, and the momentum to match. This role sits at the center of that and the person who steps into it will have a direct line to leadership, real ownership over outcomes, and the opportunity to grow alongside the business. Why You'll Love It • Career Growth Opportunities: We believe in promoting from within and provide career progression paths, enabling our employees to advance in their careers. • Work-Life Balance: We understand the importance of a healthy work-life balance, offering flexible hours and remote work options to promote a sustainable lifestyle. • Collaborative Environment: Our company fosters a collaborative and inclusive workplace culture, where employees can collaborate and learn from each other's experiences. • Employee Recognition: We value and recognize the contributions of our team members through awards, employee of the month programs, and other forms of acknowledgment. • Competitive Compensation: We offer competitive salaries and performance-based bonuses, recognizing and rewarding the hard work and dedication of our team. • Comprehensive Benefits: Our benefits package includes health insurance for employees and dependents, to support the overall well-being of our employees. We encourage learning and skilling, and aid our employees to continuously upskill themselves. • Diversity and Inclusion: We are committed to diversity and inclusion, striving to create an environment where all employees feel valued, respected, and empowered. Join ArmorCode and lead the charge in reducing signal fatigue, prioritizing risk and streamlining key cybersecurity workflows. Apply today to be part of a close-knit team, dedicated to democratizing software security and helping build the safest software possible. Equal Opportunity ArmorCode is an Equal Opportunity Employer. We do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity, national origin, age, genetic information, disability, or any other legally protected category. All qualified individuals are encouraged to apply and will receive consideration for employment regardless of their background or characteristics. We are committed to fostering a diverse and inclusive workplace where everyone is treated with respect and dignity.