What are the responsibilities and job description for the BDR Manager position at Adaptive Security?
About Adaptive
Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks, founded by Brian Long and Andrew Jones—proven entrepreneurs behind Attentive (Forbes Cloud 100, $10B valuation) and TapCommerce (acquired by Twitter). In April 2025, Adaptive raised $43M, led by a16z and the OpenAI Fund, marking OpenAI's first-ever cybersecurity investment.
As generative AI drives new cyber threats, Adaptive is building the defense layer every organization needs. Our platform combines personalized security training, AI-driven attack simulations, and automated threat triage, all powered by the Adaptive Risk Intelligence Engine to quantify human risk at the individual level. Trusted by top banks, tech companies, and healthcare organizations, we protect teams from emerging threats like deepfakes, smishing, and voice scams. With a solid product foundation and a $200B market to transform, we're just getting started.
Role
We’re rapidly expanding our business development and demand generation team, and are looking for an experienced leader to help take the team to new heights.
We are looking for outstanding leaders who are passionate about growing sales teams at startups. The ideal candidate is competitive, comfortable with ambiguity, and has experience rapidly iterating while building a top performing BDR team.
Responsibilities
Adaptive is a cybersecurity startup on a mission to stop AI-powered cyberattacks, founded by Brian Long and Andrew Jones—proven entrepreneurs behind Attentive (Forbes Cloud 100, $10B valuation) and TapCommerce (acquired by Twitter). In April 2025, Adaptive raised $43M, led by a16z and the OpenAI Fund, marking OpenAI's first-ever cybersecurity investment.
As generative AI drives new cyber threats, Adaptive is building the defense layer every organization needs. Our platform combines personalized security training, AI-driven attack simulations, and automated threat triage, all powered by the Adaptive Risk Intelligence Engine to quantify human risk at the individual level. Trusted by top banks, tech companies, and healthcare organizations, we protect teams from emerging threats like deepfakes, smishing, and voice scams. With a solid product foundation and a $200B market to transform, we're just getting started.
Role
We’re rapidly expanding our business development and demand generation team, and are looking for an experienced leader to help take the team to new heights.
We are looking for outstanding leaders who are passionate about growing sales teams at startups. The ideal candidate is competitive, comfortable with ambiguity, and has experience rapidly iterating while building a top performing BDR team.
Responsibilities
- Manage the full BDR life-cycle for a team of direct reports, including recruiting, onboarding, training, coaching, and performance management
- Implement & rapidly innovate on existing automated and manual outbound lead generation processes
- Create & execute new outbound business development strategies
- Collaborate closely with the sales team on prospecting strategy and account targeting
- Create & execute new outbound business development strategies
- Build a team of top performing BDR reps that can quickly become high performing account executives
- 3 years SaaS sales experience as a top performer.
- Preferred: Experience building and scaling a high growth SaaS startup
- Minimum 1 year of management experience & 1 year of experience as an XDR
- Boundless Energy: A vibrant and enthusiastic approach to sales, ready to reach and exceed ambitious goals.
- An unyielding desire to win and achieve more