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Frame Security is an AI-native security awareness platform that generates personalized training and hyper-realistic simulations tailored to each organization's unique policies, tools, roles, and risks. The company is addressing the gap in legacy security training by delivering role-specific content—from secure coding for developers to AI-generated voice phishing defense for finance teams.
As Director of Business Development, you will build, lead, and scale a world-class Business Development organization from the ground up. This is a true people leadership role with full accountability for recruiting exceptional talent, developing high-performing BDRs, and creating the systems, processes, and culture that consistently generate qualified pipelines.
Key responsibilities include:
**Team Leadership & Development:**
- Hire, onboard, and develop high-performing BDRs
- Conduct regular 1:1s, call coaching, role plays, and pipeline reviews
- Create a culture focused on accountability, continuous improvement, and healthy competition
- Develop BDRs into future Account Executives and sales leaders
**Pipeline Generation:**
- Own team pipeline creation and meeting generation targets
- Monitor team performance across all key sales development metrics
- Improve conversion rates throughout outbound and inbound funnels
- Ensure timely follow-up on marketing, partner, and inbound leads
- Forecast BDR pipeline contribution to leadership
**Sales Development Optimization:**
- Develop and refine outbound strategies, messaging, and prospecting processes
- Partner with Marketing on campaigns, lead quality, and account targeting
- Collaborate with Revenue Operations to improve workflows, reporting, and CRM hygiene
- Establish dashboards, KPIs, and reporting for team performance visibility
- Continuously identify opportunities to improve productivity and efficiency
You will partner closely with Sales, Marketing, Revenue Operations, and Channel teams to ensure every lead is handled effectively and every BDR is set up for success. Success is measured by team pipeline generated, meetings booked and accepted, BDR quota attainment, pipeline conversion rates, speed-to-lead, BDR ramp time and productivity, forecast accuracy, and CRM data quality.
This role is ideal for someone who loves coaching, thrives in a fast-paced startup environment, and enjoys rolling up their sleeves to help the team win.
**Requirements:**
Not explicitly stated in the posting.
