• Job Description

  Req#: 1113
  Company Overview
  
  At NetCov, we specialize in delivering cutting-edge IT and cybersecurity solutions designed to protect and optimize the digital infrastructure for the industries we serve. We differentiate ourselves from our competition through our deep and intimate knowledge of our customers' business.
  
  About the role
  
  We are building our Sales Development function from the ground up. This role is not inheriting a mature team, scripts, or process you will design, hire, launch, and lead a BDR team that becomes the primary engine for new pipeline creation.
  
  If you thrive in ambiguity, enjoy building teams from zero, and hold yourself and others to a high bar, this role is for you. If you're looking for a "keep the lights on" management role, it's not.
  
  What you'll do
  
  Phase 1: Build
  
  • Design the BDR operating model from scratch: roles, responsibilities, daily rhythms, KPIs, and handoff standards.
  • Hire and onboard 4-6 BDRs, setting a high talent bar and running a disciplined interview and ramp process.
  • Build core outbound and inbound plays (email, phone, LinkedIn, video) aligned to defined ICPs and use cases.
  • Establish inbound response SLAs, outbound sequencing standards, and qualification criteria.
  • Partner with Sales, Marketing, and RevOps to align messaging, targeting, and reporting.
  
  Phase 2: Lead
  
  • Coach BDRs daily through call reviews, transcript reviews, role plays, and 1:1s.
  • Own team performance against meetings set, qualified opportunities created, and pipeline dollars generated.
  • Enforce process discipline in CRM and qualification to ensure clean handoffs and high show rates.
  • Run weekly team meetings, pipeline reviews, and monthly performance reviews.
  • Identify what's working and what's not, and change it fast.
  • Develop BDRs for promotion into closing or senior roles.
  
  What success looks like (first 6-12 months)
  
  • A fully hired, ramped team of 4-6 productive BDRs.
  • Consistent pipeline coverage for the AE team (not vanity meetings).
  • Strong inbound speed-to-lead and improved inbound conversion.
  • Clear activity → meeting → opportunity conversion metrics.
  • A team that is well-coached, accountable, and improving month over month.
  
  What we're looking for
  
  • 3-6+ years in B2B sales or sales development, including prior experience managing BDRs or SDRs.
  • Demonstrated success building or scaling a sales development team not just inheriting one.
  • Strong working knowledge of outbound prospecting, inbound qualification, and pipeline math.
  • Hands-on coach who knows how to improve calls, emails, and meetings not just read dashboards.
  • Comfortable operating in an in-person environment with daily team interaction.
  • Data-driven, process-oriented, and direct you address problems early and clearly.
  
  Tools & Environment
  
  • CRM: HubSpot
  • Conversation intelligence: Gong
  • Data & prospecting: ZoomInfo
  • High accountability, in-person sales culture
  
  Compensation
  
  • Competitive base salary + commission/bonus average of 20% of base salary
  • Incentives aligned to team pipeline creation and quality, not just activity volume
  
  This role is NOT
  
  • A remote or hybrid management role
  • A purely strategic or "hands-off" position
  • A closing role in disguise
  
  This is a working manager who builds, coaches, and holds the standard.

• About the company

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