Head of Business Development
Primary stack
Nice to have's
Job description
About the Position
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-calling, services, outbound. You will drive continuous process improvements through data-driven decision-making, and personally contribute to testing and scaling new outbound approaches.
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.
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.
About the Company
UnderDefense is a bootstrapped, profitable cybersecurity company behind an Agentic Security Automation platform for AI SOC and Compliance. We are committed to providing innovative solutions in the cybersecurity field and are looking for passionate individuals to join our team.
Apply Now
Location: Remote
Employment type: Full time
Department: Sales
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Lilia Aleksandrova
Recruitment Specialist
[email protected]
© UnderDefense. This job description was sourced from the employer's public career page. TheJob is not the employer — we index the posting and route candidates to the source. All content rights and hiring decisions belong to the employer.
UnderDefense, founded in 2017, delivers industry-leading Managed Detection and Response (MDR) with a 100% clean record against ransomware for our customers. Our team of expert threat hunters and incident responders, combined with the power of the UnderDefense MAXI automation and compliance platform, proactively predicts, prevents, detects, and neutralizes even the most sophisticated cyberattacks. With UnderDefense, our clients focus on strategic initiatives and regain control and peace of mind.OUR VALUES:PATRIOTISM: we strongly stand with Ukraine💙💛.EXTREME OWNERSHIP: we take complete responsibility for our actions and their outcomes, both successes and failures. It goes beyond simply doing our job and encourages a proactive approach to problem-solving.TRANSPARENCY: we are open and honest in our communication. Information flows freely within the company, and everybody feels comfortable sharing ideas and concerns.QUICK COMMUNICATION: we make fast decisions and share information promptly. This avoids delays and fosters a fast-paced, adaptable work environment.SHORT DISTANCE OF POWER: we have easy access to decision-makers. This allows for quicker problem-solving and empowers employees.LEAN OPERATIONS: we focus on efficiency and eliminating waste. Processes are streamlined, and resources are used effectively.INNOVATION & AUTOMATION: we encourage creativity and embrace new technologies to improve processes and products/services.ABOUT OUR BENEFITS:We’re a Ukrainian startup, but our work is shaping the future of cybersecurity on a global scale. Behind our success is a passionate team that’s dedicated to making a difference.You’ll have a direct impact on how our products evolve, and your ideas and efforts will make a real difference in keeping companies secure.We offer competitive pay plus real opportunities to grow your career in a fast-paced, ever-changing industry.Our work environment is dynamic and collaborative. It’s all about creating innovative solutions that help solve real-world cybersecurity challenges.We know life is busy. That’s why we offer flexible working hours and remote options so you can balance work with your personal commitments.You’ll be part of a global team, collaborating with experts worldwide to tackle complex cybersecurity problems.We offer paid time off, including vacation and sick leave, because we know how important it is to recharge.We support your professional development—whether it’s attending conferences, earning certifications, or just keeping up with the latest trends.Your health and wellness matter to us. That’s why we offer medical insurance to help keep you covered.We believe in building a positive, people-first work culture, with plenty of social events and team-building activities to keep things fun.We keep things simple and efficient, cutting through the bureaucracy so you can focus on doing your best work.Join the UnderDefense team!You can also find us here:linkedin.com/company/underdefenseyoutube.com/@underdefense1019instagram.com/underdefense_cybersecurity/