Senior Manager of Sales Development

About us:

At-Bay is a fast-growth InsurSec company (Insurance x Cybersecurity) on a mission to bring innovative products to the market that help protect small businesses from digital risks. As an InsurSec provider, we uniquely combine insurance with mission-critical security technologies, threat intelligence, and human expertise, to bridge the critical security capability gap that exists among SMBs in the community. We believe InsurSec is an $80B market opportunity and we are excited to introduce our first sales development role to the security team in order to help expand our reach and influence in the business and security community, of which we serve 40,000 customers.

Why you should join our CyberSecurity GTM team:

At-Bay is redefining cybersecurity by blending proactive risk management with cyber insurance, creating a unique position in the market. With over 40,000 existing customers and a strong foundation of trust, we're primed for scale—and as our Director of Sales Development, you'll play a critical role in driving that next phase of growth. You'll have a massive, untapped customer base to engage with, a supportive GTM team, and the opportunity to shape strategy and execution from the ground up. Join us and help build the future of cyber risk solutions.

This opportunity will empower you to take full ownership of building a high-impact SDR function from day one—setting the strategy, creating the playbook, and growing a team under your vision. You’ll have a direct seat at the table with marketing, sales, and executive leadership, working in a collaborative, low-ego environment that values innovation and clear results. Our team operates with transparency, urgency, and trust—giving you the space to experiment, iterate, and lead without red tape.

Role overview:

We're looking for a strategic, hands-on sales development leader to build and lead our SDR function from the ground up. This is a unique opportunity to be the first hire owning the outbound strategy, creating scalable processes, and partnering closely with sales, marketing, and leadership to drive top-of-funnel growth.

As the founding Senior Manager of Sales Development, you'll design and execute our go-to-market prospecting motion. You’ll play a critical role in shaping how we engage with our ideal customers and fuel our sales pipeline in a high-growth, cybersecurity services environment. We’re looking for an analytical mindset with the ability to tell a compelling story through data — using insights to explain why specific outbound strategies work, influence GTM decisions, and align stakeholders around measurable impact.

This is a builder role with a clear path to leadership—ideal for someone who has launched successful SDR programs before. 

How you’ll make an impact: 

By 3 months…

Understand the business and build the blueprint.

• Meet with sales, marketing, leadership, and RevOps to understand GTM goals, ICP, and funnel health
• Audit existing lead sources, messaging, and prospecting workflows 
• Analyze past performance data (outbound, conversion rates, etc.)
• Evaluate current tools (CRM, sequencing, intent data, enrichment)
• Begin drafting a SDR playbook: messaging, cadences, success metrics, qualification criteria (SQL definition)
• Define short-term and long-term KPIs for SDR success
• Set expectations around what “good pipeline” looks like for this stage of growth

By 6 months…

Stand up the outbound motion.

• Finalize and roll out the initial outbound strategy and messaging framework
• Build scalable processes for lead routing, reporting, and performance tracking
• Implement or reconfigure tooling (e.g.  Salesforce, Hubspot, ZoomInfo, Gong)
• Align with sales/marketing leadership on SLAs and handoff points
• Establish a pipeline target aligned to revenue goals

What you’ve accomplished already:

• Proven experience building an SDR function from scratch, including playbooks, processes, KPIs, and team structure
• Strong track record of developing and executing outbound strategies that generate pipeline and align with GTM priorities
• Deep understanding of sales development metrics, funnel management, and how to scale top-of-funnel performance
• Strategic go-to-market thinker who connects systems, data, and process design to broader business goals—ensuring GTM infrastructure scales with evolving sales motions, product offerings, and market segments.
• Hands-on experience with selecting and implementing sales tech tools (e.g., Salesforce, Hubspot, ZoomInfo, Gong)
• Ability to partner cross-functionally with marketing, sales, and RevOps to align messaging, targeting, and handoff processes
• Demonstrated success in hiring, onboarding, and coaching SDRs in a high-growth environment
• Comfortable working in a fast-paced, builder-focused culture where you’re laying the foundation for long-term scale
• Experience in cybersecurity, SaaS, or complex B2B solutions is strongly preferred

Our estimated OTE for this role is $180,000 - $220,000 per year. Base salary is determined by a variety of factors including but not limited to market data, location, internal equitability, domain knowledge, experiences and skills. In general, if the position sparks your interest we encourage you to apply - our team prioritizes talent.