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Neo is an AI-native security company that provides endpoint control for AI agents, extensions, and MCP servers across enterprises. The company launched with $100M in funding from Andreessen Horowitz and Bessemer Venture Partners.
You will build and lead Neo's business development function from the ground up, reporting directly to the Head of Marketing. This role involves recruiting, coaching, and scaling a team of hybrid BDR/SDRs who generate qualified pipeline through both inbound and outbound motions.
This is not a traditional high-volume BDR role. The posting emphasizes that generic cold calls, spray-and-pray email, and template-based sequences no longer work—especially with security buyers like CISOs and security managers, who are heavily prospected and highly skeptical. You will design a modern, AI-native prospecting engine where AI handles research, targeting, personalization, and signal detection, while your team focuses on high-value conversations.
Key responsibilities include:
- Building, hiring, and leading a hybrid BDR/SDR team covering inbound response and outbound pipeline generation
- Designing an AI-native prospecting engine with agentic research workflows, signal-based targeting, enrichment, and personalization at scale
- Evaluating, purchasing, and building AI tooling for the team, measuring each tool's contribution to pipeline
- Developing messaging and plays that resonate with security buyers, in partnership with product marketing
- Testing unconventional channels and tactics: community, content-led outreach, events, peer networks, founder-led and executive-led plays
- Owning pipeline metrics (meetings set, qualified opportunities, conversion rates, pipeline sourced) and reporting to leadership
- Partnering with Sales, Marketing, and RevOps on ICP definition, territory strategy, lead routing, and handoff quality
- Coaching reps to become credible with security buyers, with working knowledge of the agentic threat landscape and Neo's platform
Requirements:
- 5+ years in B2B SaaS business development or sales development, with at least 2 years leading BDR/SDR teams
- Demonstrated, hands-on AI fluency; ability to show workflows, agents, prompts, and automations you have built or deployed, with measurable results
- Clear argument for why the traditional BDR playbook is broken, with a track record of replacing it with a higher-performing approach
- Experience building a team or function from scratch, ideally at an early-stage or high-growth company
- Strong analytical instincts; ability to run experiments, read data, and quickly cut what doesn't work
- Excellent written communication; ability to write opening lines that CISOs will actually read
- Strongly preferred: experience selling into cybersecurity, IT, or infrastructure buyers. Other notable B2B tech SaaS backgrounds with the right approach are encouraged to apply.
The posting requests that applicants include a short example (paragraph, screenshot, Loom, or link) of an AI-powered prospecting workflow they built or ran, along with results achieved.
