What are the responsibilities and job description for the Manager, Sales Development position at Black Kite?
About Black Kite
Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.
We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.
WHY BLACK KITE
We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.
About The Role
Black Kite is looking for a driven, hands-on Manager of Sales Development to lead a team of Sales Development Representatives (SDRs) focused on outbound prospecting in support of marketing campaigns. This is critical for connecting campaign strategy with pipeline generation.
You'll be equal parts coach and operator responsible for developing SDR talent, partnering cross-functionally, and ensuring outbound activity translates into measurable business impact. Execute outbound campaigns with your team, as a pipeline generation leader your team should be leveraging you in their outbound sequencing, leading from the front. At Black Kite, everyone is responsible for pipeline.
What You'll Do
Team Leadership & Enablement
Black Kite is the global leader in third-party cyber risk intelligence, trusted by more than 3,000 organizations worldwide. We give security and business leaders a continuous, outside-in view of their entire vendor ecosystem — translating complex cyber, financial, and compliance signals into clear, actionable risk intelligence.
We go beyond open standards-based cyber ratings. Black Kite helps organizations make smarter risk decisions, strengthen business resilience, and scale their third-party cyber risk management programs in an increasingly complex digital environment. Our work has earned consistent recognition from customers and industry analysts alike.
WHY BLACK KITE
We're a fast-moving, high-impact team solving one of the most critical challenges in cybersecurity today. If you're looking to do meaningful work alongside sharp, collaborative people — and grow your career in a space that matters — you're in the right place.
About The Role
Black Kite is looking for a driven, hands-on Manager of Sales Development to lead a team of Sales Development Representatives (SDRs) focused on outbound prospecting in support of marketing campaigns. This is critical for connecting campaign strategy with pipeline generation.
You'll be equal parts coach and operator responsible for developing SDR talent, partnering cross-functionally, and ensuring outbound activity translates into measurable business impact. Execute outbound campaigns with your team, as a pipeline generation leader your team should be leveraging you in their outbound sequencing, leading from the front. At Black Kite, everyone is responsible for pipeline.
What You'll Do
Team Leadership & Enablement
- Manage, coach, and mentor a team of outbound-focused SDRs
- Drive ongoing enablement, skill development, and performance management to build a high-output team
- Set clear expectations, KPIs, and accountability structures that align with campaign goals
- Execute your own outbound efforts to help your team book meetings and convert pipeline
- Partner with the Demand Generation team to align outbound activity to active and upcoming marketing campaigns
- Collaborate with Revenue Operations to track campaign performance, pipeline contribution, and SDR productivity metrics
- Work with Sales and Product leaders to ensure SDRs are equipped with current messaging, positioning, and competitive intelligence
- Serve as the connective tissue between Marketing, Sales, and RevOps — translating campaign intent into outbound execution
- Contribute to campaign planning by providing frontline insight on prospect conversations and objection patterns
- Report team performance and campaign impact to the CMO on a regular cadence
- Work directly with the Regional Sales Managers to help guide the Account Executives on pipeline generation, coaching on outbound strategies, campaigns, talk tracks, call scripts etc.
- 3 years of SDR/BDR experience, with at least 1–2 years in a team lead or management capacity, with a focus on outbound strategies
- Proven track record of coaching early-career sales talent and improving outbound conversion metrics
- Strong understanding of outbound sales motions, sequencing tools, and pipeline hygiene
- Experience working cross-functionally with Demand Gen, RevOps, and Sales
- Data-driven mindset — comfortable interpreting campaign and activity metrics to make decisions
- Clear, direct communicator with the ability to translate marketing strategy into SDR execution
- Experience in the cybersecurity or risk management space, with a solid understanding of how to communicate with technical personas (CISOs, IT Security leaders).
- Deep familiarity with modern sales engagement and intelligence tools (e.g., Salesforce, AmpleMarket/Outreach/Salesloft, Clay, ZoomInfo)
Salary : $120,000 - $130,000