Director of Sales Development - xage, inc

Cyberattacks on critical infrastructure, government, and private enterprises are at an all-time high – and only growing more urgent by the day. Xage is a global leader in zero trust access and protection at the forefront of solving this pressing issue. We are pioneering a secure tomorrow by empowering organizations worldwide to connect anyone to anything, while delivering unparalleled defense against every cyber threat.

We have built tremendous momentum across governments and commercial enterprises around the world, and it’s just the beginning. Recognized by Forbes as one of America’s Best Startup Employers, Xage prioritizes creativity, collaboration, and innovation in pursuit of our mission. We are headquartered in Palo Alto, CA and have global teams across North America, EMEA, and APJ.

We’re passionate about solving problems that have positive, real-world consequences for the lives of everyday people. We hope you’ll join us in the fight against cyberattacks and safeguarding critical infrastructure.

About the role

This role is for a highly motivated individual who wants to drive global sales development and accelerate funnel growth at a category-creating mid-stage startup. You will own the sales development (SDR team) priorities and jointly work with sales & marketing teams to accelerate the sales funnel (Meeting Set and conversion to opportunities). You should have a strong grasp of account-based (and industry-focused) selling strategies as well as how to leverage account-based marketing (ABM) strategies to accelerate funnel growth.

We are looking for a strategically-minded leader who has a track record of building and leading high-performing SDR teams in a startup environment. Excellent interpersonal and communication skills (both written and oral) are a must. Candidates should also be data-driven and operationally-minded as optimizing SDR efficiency and productivity will be critical to sustainability and driving scale.

Responsibilities

1. High energy self-starter with a can-do attitude, and ability to work in a hyper-growth startup environment – setting strategy and getting into the specifics to get the job done.
2. Define and drive key performance indicators (KPIs): Responsible for metrics such as SDR quota attainment, Meeting Set to Opportunity conversion rates, and reducing time to ramp for new SDRs, ensuring continuous improvement and measurable success.
3. Build a vibrant culture in the SDR organization while bringing a strong sense of operational excellence and rigor (overachieve on Meeting Set and Meeting Set to Opportunity conversion goals).
4. Collaborate with sales & marketing teams to ensure the SDRs are well-equipped with product knowledge and can effectively communicate how Xage’s solutions address specific industry challenges and customer pain points.
5. Experience with call coaching platforms: Familiarity with tools like Gong or other AI-driven call coaching platforms to analyze performance, provide actionable feedback, and optimize SDR training and productivity.
6. Scale SDR teams across global regions: Lead the operationalization and scaling of SDR teams across North America, EMEA, and APJ, ensuring consistency and high performance across different geographies and time zones.
7. Implement strategies to target multiple industries and different personas (focused on Cyber, Operational Technology, and IT buyers) with the goal of meeting set for mid-level and C-level executives.
8. Collaborate with sales & marketing teams on real-time website conversion strategies, social selling and intent based sales plays to surround and convert highest value accounts.
9. Manage relationships with external agencies to scale and operationalize the SDR function globally.
10. Key contributor into tech stack scoping, decision making and overall account-based acquisition strategies.

Skills and experience

1. At least 10+ years of inside sales, SDR, and/or field sales experience in B2B Technology software/SaaS companies.
2. 5+ years of leadership experience in managing and scaling SDR function in hyper growth environments (startup experience preferred).
3. At least 3+ years of cybersecurity industry experience.
4. Background of successfully building, growing, and motivating a team of SDRs.
5. Proficiency working with data, analytics, and international sales teams.
6. Startup experience and strong desire to operate and overachieve is a must.
7. Bachelor’s degree from an accredited college or university is preferred.

Awards and Recognition

Xage Security has experienced explosive growth and received numerous awards and recognition, including:

1. Named by Forbes one of America’s Best Startup Employers 2024.
2. $17 million contract awarded by U.S. Space Force’s Space Systems Command (SSC) to offer its zero trust access control.
3. Named in Gartner research on Cyber-Physical Systems Protection Platforms, Zero Trust Network Access, Remote Privileged Access Management, and CPS Secure Remote Access.
4. Named in Forrester research on Operation Technology Security Solutions, and Microsegmentation Solutions.
5. Named a Gold winner for Identity & Access Security Solution in the 2024 American Business Awards.
6. Named a 25 Hottest Edge Security company by CRN 2023.
7. Named a Top 10 Security Solution in the CRN Internet of Things 50 list 2024.
8. Named Industrial IoT Innovator of the Year in 2023 IoT Breakthrough Awards.
9. SC Awards “Best Identity Management Solution” finalist 2022.
10. ISO 27001:2022, IEC 62443, and FIPS 140-2 Certified.