Director, Business Development

Exterro is seeking a Director, Business Development to architect, lead, and scale a high-performing BDR team that consistently generates qualified pipeline for Account Executives across segments. You will own the end to end BDR team strategy – people process and platforms – while partnering closely with Sales, Marketing, Revenue Operations and Channel to drive revenue. Reporting directly to the Area Vice President of Sales, this Director will support new business growth by coaching and developing a team of high-performing BDRs. 

Key Responsibilities:

Own the strategy & plan

• Define the BDR organization’s vision, operating model, and annual plan (coverage model, headcount ramp, capacity planning, budget).
• Set pipeline creation targets by segment and region and align to company ARR goals with quarterly re-forecasting.
• Establish BDR goals and compensation plans.

Lead, hire & develop leaders 

• Manage BDRs and Team Leads; recruit, onboard, and develop a high-performing team.
• Build a coaching culture with structured scorecards, live call coaching, and skills programs (prospecting, discovery, executive communication).
• Partner with Enablement to deliver certification paths (e.g., messaging, objection handling, product/industry knowledge).

Program design & execution

• Design scalable outbound programs (phone, email, LinkedIn, video) 
• Operationalize Speed-to-Lead and inbound excellence: routing, SLA adherence, and quality control.
• Launch Account Based Marketing-style motions with Marketing for top ideal customer profile accounts; build field-marketing pre/during/post-event cadences with measurable ROI.
• Build partner-sourced and co-sell plays with Channel/Alliances; standardize lead sharing, joint campaigns, and attribution.

Operational rigor & analytics

• Own BDR processes in Salesforce (and related tools): lead/account routing, sequence governance, stage definitions, data hygiene.
• Stand up executive-ready dashboards and weekly scorecards: activity → conversation → meeting → SAL/SQL → pipeline → revenue.
• Run funnel diagnostics and cohort analyses to identify bottlenecks; translate insights into concrete experiments and playbook updates.
• Partner with Sales Operations for forecasting, capacity/utilization modeling, territory alignment, and comp plan effectiveness.

Technology & Tooling

• Oversee the BDR tech stack (e.g., Salesforce, Sales Navigator, ZoomInfo, conversational intelligence, booking/routing tools); evaluate and deploy new tools with clear success criteria and admin governance.
• Ensure compliance with security, privacy, and data handling standards in all prospecting activities.

Cross-Functional Leadership

• Align with Product Marketing on ideal customer profiles, personas, value stories, and competitive positioning; keep sequences and talk tracks current.
• Collaborate with Field Marketing for event strategy and with Sales Leaders for territory priorities and meeting-setting commitments.
• Present performance, insights, and plans to executive leadership; influence strategy with clear business cases.

Qualifications

• 8–12+ years in SaaS pipeline generation roles with 4+ years leading BDR/SDR managers and multi-team orgs.
• Demonstrated success owning pipeline creation at scale and delivering against ARR targets in high-growth environments.
• Deep expertise in outbound program design, inbound triage/SLA operations, and ABM-adjacent plays.
• Expertise with modern revenue tools: Salesforce, Sales Navigator, ZoomInfo, Gong, calendaring/booking tools (e.g., Chili Piper), routing (e.g., LeanData).
• Data-driven operator with experience in building dashboards, analyzing funnel math, forecasting executive level storytelling with insights.
• Knowledge of enterprise data risk, e-discovery, privacy or cybersecurity domains is a plus.
• Bachelor’s degree or equivalent work experience.

Skills

• Strong coaching muscle: call reviews, live coaching, and building reps’ prospecting/business acumen.
• Strong understanding of SaaS sales methodologies (e.g., MEDDICC, Force: Command of the Message, or similar).
• Exceptional leadership, communication, and interpersonal skills.
• Proficiency in CRM systems (e.g., Salesforce, Gong) and sales enablement tools.
• Analytical mindset with the ability to interpret data and make data-driven decisions.
• Ability to thrive in a fast-paced, dynamic environment.

Why Exterro?

• Impact: Play a key role in a company at the forefront of data risk management, helping businesses safeguard their data in an increasingly complex digital world.
• Growth Opportunity: Join a rapidly growing organization where there is room for learning, development and upward mobility.
• Culture: Work in an innovative, inclusive, and collaborative environment, where your contributions are valued, and your professional development is supported.

Exterro participates in E-Verify and is a drug-free workplace. All employment offers are contingent upon the successful passing of a background check.

We believe in the importance of pay transparency and strive to create a fair and equitable workplace for all employees. As a remote first organization, our compensation reflects the cost of labor across several US geographic markets. The base salary range for this remote position is $120,000-$155,000 per year, based on skills, experience and qualifications. The actual offer will be based on the individual candidate. Exterro is a total compensation company, and this role may be eligible for variable pay, equity, bonus and/or other forms of compensation as part of the package. In addition, we offer a comprehensive benefits package that includes health insurance, retirement plans, flexible paid time off and more.

Candidates are encouraged to discuss their salary expectations during the interview process. We are committed to ensuring that compensation aligns with market standards and is commensurate with the responsibilities of the role.

All employees are responsible for understanding and adhering to the organization’s security and privacy policies, procedures, and standards. As part of your role, you are expected to protect the confidentiality, integrity, and availability of information and systems within your scope of responsibility. Additionally, you are required to participate in mandatory security and privacy training and ensure that best practices are applied in all work activities.