Head of Business Development
We are looking for a proactive Head of Business Development to lead and scale our Business Development team at UnderDefense - a bootstrapped, profitable cybersecurity company behind an Agentic Security Automation platform for AI SOC and Compliance.
As Head of Business Development, you will be responsible for OUTCOMES: process, metrics, continuous improving outbound performance, planning campaigns, targeting CISOs and IT Directors, and managing our US based outsourced cold-calling partner.
The main goal is to lead a high-performing outbound team of 6 BDRs, managing different outbound channels - inbound, linkedin, cold-colling, services, outbound. You will drive continuous process improvements through data-driven decision-making, and personally contribute to testing and scaling new outbound approaches.
Key responsibilities
Direct management of the BDR team (6 people + an outsourcing partner): goal-setting, coaching, performance review, hiring and onboarding.
Ownership of quarterly SQL/pipeline targets and team economics (pipeline-to-cost multiplier).
Managing the team's commission/bonus structure.
Owning the relationship with the outsourced cold-calling partner: quality control, budget, SOW.
Ownership of the outbound/lead-gen tool stack (CRM, email sequencing, LinkedIn outreach, data verification) and its evolution.
Regular reporting to leadership on funnel performance, MQL→SQL→Opportunity conversion, and campaign ROI.
Close collaboration with Marketing, Account Executives, and Customer Success on ICP, messaging, and deal handoff.
Testing new channels and approaches, including AI-driven outreach automation.
Requirements
3+ years managing a BDR/SDR team of 8+ people, ideally in a leadership role
Overall experience 5+ years in sales or business development
Experience in B2B SaaS - cybersecurity or adjacent tech sales is a strong plus
Hands-on experience with a CRM (HubSpot or Salesforce) and outbound tooling (Apollo.io, Sales Navigator, sequencing/warm-up platforms, LinkedIn outreach tools)
Working knowledge of email and LinkedIn automation
Analytical approach to KPIs, pipeline forecasting, and team economics (CAC, win rate, pipeline multiplier)
Experience managing external lead-gen contractors/agencies
Strong coaching and team-development skills
What we offer
You’ll inherit a strong, well-coordinated team — every member is a skilled specialist, with no unhealthy competition and an open, collaborative culture.
Work in cybersecurity — a fast-moving, high-relevance field.
Competitive compensation package with opportunities for career advancement.
Remote/flexible working hours to accommodate personal commitments.
Paid time off, including vacation and sick leave.
Health and wellness benefits, including internal medical insurance.
Collaboration with talented people across departments at UnderDefense who are genuinely willing to help.
Real career growth potential as we expand into the US market
Social events and team-building activities to foster a positive work culture.
Minimal bureaucracy to ensure efficiency and productivity.