Director of Sales Development
Company: xage, inc
Location: Palo Alto
Posted on: October 30, 2024
Job Description:
Cyberattacks on critical infrastructure, government, and private
enterprises are at an all-time high - and only growing more urgent
by the day. Xage is a global leader in zero trust access and
protection at the forefront of solving this pressing issue. We are
pioneering a secure tomorrow by empowering organizations worldwide
to connect anyone to anything, while delivering unparalleled
defense against every cyber threat.We have built tremendous
momentum across governments and commercial enterprises around the
world, and it's just the beginning. Recognized by Forbes as one of
America's Best Startup Employers, Xage prioritizes creativity,
collaboration, and innovation in pursuit of our mission. We are
headquartered in Palo Alto, CA and have global teams across North
America, EMEA, and APJ.We're passionate about solving problems that
have positive, real-world consequences for the lives of everyday
people. We hope you'll join us in the fight against cyberattacks
and safeguarding critical infrastructure.About the roleThis role is
for a highly motivated individual who wants to drive global sales
development and accelerate funnel growth at a category-creating
mid-stage startup. You will own the sales development (SDR team)
priorities and jointly work with sales & marketing teams to
accelerate the sales funnel (Meeting Set and conversion to
opportunities). You should have a strong grasp of account-based
(and industry-focused) selling strategies as well as how to
leverage account-based marketing (ABM) strategies to accelerate
funnel growth.We are looking for a strategically-minded leader who
has a track record of building and leading high-performing SDR
teams in a startup environment. Excellent interpersonal and
communication skills (both written and oral) are a must. Candidates
should also be data-driven and operationally-minded as optimizing
SDR efficiency and productivity will be critical to sustainability
and driving scale.Responsibilities
- High energy self-starter with a can-do attitude, and ability to
work in a hyper-growth startup environment - setting strategy and
getting into the specifics to get the job done.
- Define and drive key performance indicators (KPIs): Responsible
for metrics such as SDR quota attainment, Meeting Set to
Opportunity conversion rates, and reducing time to ramp for new
SDRs, ensuring continuous improvement and measurable success.
- Build a vibrant culture in the SDR organization while bringing
a strong sense of operational excellence and rigor (overachieve on
Meeting Set and Meeting Set to Opportunity conversion goals).
- Collaborate with sales & marketing teams to ensure the SDRs are
well-equipped with product knowledge and can effectively
communicate how Xage's solutions address specific industry
challenges and customer pain points.
- Experience with call coaching platforms: Familiarity with tools
like Gong or other AI-driven call coaching platforms to analyze
performance, provide actionable feedback, and optimize SDR training
and productivity.
- Scale SDR teams across global regions: Lead the
operationalization and scaling of SDR teams across North America,
EMEA, and APJ, ensuring consistency and high performance across
different geographies and time zones.
- Implement strategies to target multiple industries and
different personas (focused on Cyber, Operational Technology, and
IT buyers) with the goal of meeting set for mid-level and C-level
executives.
- Collaborate with sales & marketing teams on real-time website
conversion strategies, social selling and intent based sales plays
to surround and convert highest value accounts.
- Manage relationships with external agencies to scale and
operationalize the SDR function globally.
- Key contributor into tech stack scoping, decision making and
overall account-based acquisition strategies.Skills and
experience
- At least 10+ years of inside sales, SDR, and/or field sales
experience in B2B Technology software/SaaS companies.
- 5+ years of leadership experience in managing and scaling SDR
function in hyper growth environments (startup experience
preferred).
- At least 3+ years of cybersecurity industry experience.
- Background of successfully building, growing, and motivating a
team of SDRs.
- Proficiency working with data, analytics, and international
sales teams.
- Startup experience and strong desire to operate and overachieve
is a must.
- Bachelor's degree from an accredited college or university is
preferred.Awards and RecognitionXage Security has experienced
explosive growth and received numerous awards and recognition,
including:
- Named by Forbes one of America's Best Startup Employers
2024.
- $17 million contract awarded by U.S. Space Force's Space
Systems Command (SSC) to offer its zero trust access control.
- Named in Gartner research on Cyber-Physical Systems Protection
Platforms, Zero Trust Network Access, Remote Privileged Access
Management, and CPS Secure Remote Access.
- Named in Forrester research on Operation Technology Security
Solutions, and Microsegmentation Solutions.
- Named a Gold winner for Identity & Access Security Solution in
the 2024 American Business Awards.
- Named a 25 Hottest Edge Security company by CRN 2023.
- Named a Top 10 Security Solution in the CRN Internet of Things
50 list 2024.
- Named Industrial IoT Innovator of the Year in 2023 IoT
Breakthrough Awards.
- SC Awards "Best Identity Management Solution" finalist
2022.
- ISO 27001:2022, IEC 62443, and FIPS 140-2 Certified.
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Keywords: xage, inc, Brentwood , Director of Sales Development, Sales , Palo Alto, California
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