Senior Manager, Business Development

Job Description

Job Description

Founded in 2017, Obsidian Security was created to close a critical gap : securing the SaaS applications where modern business happens—platforms like Microsoft 365, Salesforce, and hundreds more.

Backed by top investors including Greylock, Norwest Venture Partners, and IVP, we've built a complete SaaS security platform to reduce risk, detect and respond to threats, and prevent breaches at the source. Our team includes leaders who helped define the categories of endpoint and identity security at CrowdStrike, Okta, Cylance, and Carbon Black.

Now, we're transforming how SaaS is secured—in the era of agentic AI.

Today, Obsidian is trusted by global enterprises like Snowflake, T‑Mobile, and Pure Storage. We protect more than 200 organizations across North America, Europe, the Middle East, Southeast Asia, Australia, and New Zealand—including many of the world's largest Fortune 1000 and Global 2000 companies.

With strong global momentum, a growing partner ecosystem including SentinelOne, Databricks, and Google Cloud, and a major fundraise on the horizon, we're scaling quickly toward long‑term growth and IPO readiness. Join us as we define the future of SaaS security!

We are seeking a Senior Manager / Director of Business Development to lead and scale our BDR team. This leader will be responsible for daily operations, coaching, and pipeline generation strategy for the mid‑market segment. The ideal candidate combines proven leadership experience with a technology‑forward mindset, leveraging AI, automation, and data to drive the next generation of sales development.

Responsibilities

• Daily Operations & Coaching Own the day‑to‑day management of the BDR team : activity tracking, pipeline pacing, and performance reviews. Run daily standups, call blitzes, and roleplay sessions to sharpen messaging and objection handling. Provide consistent 1 : 1 coaching to develop BDRs' skills across cold calling, email personalization, social outreach, and qualification. Build playbooks, talk tracks, and outreach sequences to ensure consistency and quality. Foster a culture of accountability and motivation through clear goals, recognition, and career development.
• Pipeline Generation; Strategy Define and execute the outbound strategy for Enterprise and Mid‑market segments. Partner with Marketing and AEs on account prioritization, campaigns, and persona‑driven messaging. Ensure balanced, scalable pipeline creation across regions, verticals, and campaigns.
• Technology; AI‑Forward Innovation Adopt and optimize AI‑powered prospecting and enrichment tools to increase team output. Continuously evaluate and implement new technology (AI Outbounding, data automation, sequencing platforms) to stay ahead of industry shifts. Develop scalable workflows that balance automation with personalized engagement.
• Process Metrics Establish KPIs for activity, conversion rates, and sourced pipeline. Partner with RevOps to build dashboards and reports for real‑time visibility. Drive continuous process improvement through testing, feedback, and analytics.
• Cross‑Functional Collaboration Work closely with Marketing to align on campaigns, messaging, and event follow‑up. Partner with Sales Leadership to ensure BDRs are generating qualified pipeline. Collaborate with Product Marketing to refine persona‑based targeting and talk tracks.

Qualifications

Employee Benefits

Our competitive benefits packages are designed to support our employees' well‑being, both at work and at home. Our U.S. based employees enjoy :

For more details on our U.S. benefits, or for information on our international benefits, please see here.

Pay Transparency

Please note that the base pay range is a guideline and for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as the knowledge, skills and experience of the candidate. In addition to a competitive base salary, this position is eligible for equity awards and may be eligible for sales commission or incentive compensation based on the role or function within the company.

At Obsidian, we are proud to be an equal‑opportunity employer. We value diversity and hire for talent, passion, and compassion. In compliance with federal law, all persons hired will be required to submit satisfactory proof of identity and legal authorization. If you have a need that requires accommodation, please contact accommodations@obsidiansecurity.com.

Information collected and processed as part of any job applications you choose to submit is subject to Obsidian's Applicant Privacy Policy.

Base Salary Range

$115,000—$160,000 USD

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