Director, Business Development

Nightfall AI

. Build Nightfall's SDR team, including team structure, hiring plan, recruitment, onboarding and ramping .

Posted 11/10/2026full-timeRemote • California • United StatesLeadWebsite

Core Competencies

Role fit

Core Competencies

Use this summary to align your resume positioning with the role.

Demonstrates expertise in building and leading SDR teams, including recruitment, onboarding, and performance metrics. Proficient in utilizing Salesforce and AI tools for reporting and enhancing sales processes.

Highest-signal resume keywords

SDR Team BuildingSalesforce ProficiencyOutbound And Inbound Sales StrategiesCoaching And DevelopmentCollaboration With Marketing

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Metrics ReportingLead Qualification StandardsPipeline ManagementAccount ResearchSales Development Career Ladder

Soft Skills

Team LeadershipCoachingCommunication

Tools & Technologies

SalesforceOutreachSalesloftClaude

Industry Keywords

B2B SaaSData SecurityDLPSecurity BuyersCISOs

About the role

Key responsibilities & impact

Build Nightfall's SDR team, including team structure, hiring plan, recruitment, onboarding and ramping
Design the outbound motion, including target accounts, personas, account tiering, sequences and multi-channel plays
Define the weekly operating rhythm
Own inbound follow-up, including speed-to-lead and routing standards
Set metrics for activity, meetings held, qualified opportunities, pipeline and conversion
Report metrics to sales leadership
Set qualification and handoff standards with AEs
Partner with marketing on campaign follow-up, messaging, lead scoring and event outreach
Feed market feedback into campaigns
Align SDRs with Enterprise and Commercial AEs and channel partners
Coach and develop the team through call reviews, messaging feedback and 1:1s
Build a career path from SDR to AE
Own SDR tooling, data and reporting in Salesforce and sequencing tools
Work with RevOps and propose the SDR compensation plan
Use AI tools such as Claude for account research, personalization, list building and reporting
Report to the Chief Revenue Officer

Requirements

What you’ll need

Experience building an SDR or BDR team from the ground up, or leading one through a major rebuild, at a B2B SaaS startup
Several years leading SDR or BDR teams, including hiring, ramping and coaching reps, and promoting them into AE roles
Experience selling into security or IT buyers, ideally CISOs and security teams at mid-market and enterprise companies
Track record of owning meetings, qualified opportunities and pipeline targets, with numbers to explain
Experience running both outbound and inbound motions
Experience working closely with marketing on campaigns, messaging and lead conversion
Experience setting qualification standards and SDR-to-AE handoff processes
Fluency in Salesforce and a sequencing tool such as Outreach or Salesloft
Comfort building reports
AI-forward approach and experience using tools like Claude or similar to automate and accelerate work
Experience in data security, DLP or an adjacent security category is a bonus
Experience with channel partners or resellers on joint pipeline is a bonus
Experience building an SDR comp plan or sales development career ladder is a bonus

Benefits

Comp & perks

Variable compensation
Equity / stock options
Accommodation support during the interview process
Equal-opportunity and inclusive workplace
Diverse and global talent pool
AI tools welcomed during the interview take-home