The posting
Exabeam is a global cybersecurity leader that delivers AI-driven security operations. High-integrity data ingestion, powerful analytics, and workflow automation power the industry’s most advanced self-managed and cloud-native security operations platform for threat detection, investigation, and response. With a history of leadership in SIEM and UEBA, and a legacy rooted in AI, Exabeam empowers global security teams to combat cyberthreats, mitigate risk, and streamline security operations. Learn more at www.exabeam.com .
Job Summary:
We are searching for a Director of Global Account Development to lead a global team of talented Account Development Representatives (ADRs) to drive meeting, opportunity, and pipeline goals attainment. You will work closely with Area Vice-Presidents and other Sales and Marketing leaders. As a hands-on growth-oriented leader, you will train, motivate, coach and take our ADRs to the next level of performance with responsibilities spanning strategy, processes, sequences, talent development and performance measurement.
Responsibilities:
Lead our Global Account Development Team to find and qualify all new leads and to properly move leads through stages, including nurturing, to ensure that “no lead is left behind” to achieve and exceed goals.
- Partner with Marketing & Channel Leaders to align ADR activities with campaigns and provide critical feedback loop for the demand generation engine
- Build trust and alignment and rapport with Sales Leaders
- Develop and implement a strategic vision for the Global Account Development function, aligning team goals with organizational objectives and fostering a culture of innovation and continuous improvement.
- Hire and develop talent and build a world-class ADR team that consistently meets or exceed goals, including the establishing a Best Practice framework, and create clear career paths for growth and advancement.
- Work with Marketing leadership to establish and own tracking of KPIs related to Tele-qualified leads (TQLs) quality, conversion rates, pipeline contribution, and revenue impact, ensuring alignment with overall business objectives.
- Measure ADR performance against goals including activity metrics to ensure adequate coverage of leads and contacts.
- Apply leading-edge methodologies and tools across inbound lead qualification and outbound prospecting (i.e. Sales Line, Live chat, Cognism, ZoomInfo, Sales Navigator, 6sense) to maximize Opportunity production, and in accordance with mandated procedures and best practices.
- Drive the design of talk tracks, competitive positioning and value proposition messaging alongside marketing and the field to improve contact-to-reply conversion rates
- Leverage data-driven approach to continuously improve productivity, partnering with Marketing Operations and other Marketing Leaders to ensure alignment with overall demand generation engine.
- Analyze weekly ADR team performance reports to the CMO, CRO and AVPs, and work with regional ADR team managers/leads to make appropriate adjustments to improve processes, campaigns and remove any roadblocks to ADR success in meeting targets.
- Foster an inclusive team culture that values diversity of thought, experience, and background, promoting innovation and collaboration.
- Establish a culture of continuously improving “the way we work” as ADRs
Requirements:
- Bachelor’s Degree in Business, Marketing, or a related field.
- 10+ years of experience in Account / Lead /Sales Development roles with proven track record of exceeding goals and managing high-perfoming teams.
- Demonstrated strategic leadership abilities with experience leading global or multi-regional teams.
- Proficiency in using CRM and sales engagement (e.g., Salesforce, Outreach) and account intelligence tools (e.g., 6sense, ZoomInfo).
- Experience working with a Marketing Automation solution (e.g. Marketo) is highly desirable.
- Strong analytical skills with experience using data to drive decisions and optimize team performance.
- Proven experience in cross-functional collaboration with Marketing, Sales and Operations.
- Excellent verbal, written and presentation skills with experience reporting to leadership.
- Strong organizational skills and drive for ownership and results.
- Proven ability to present insights, strategies, and performance reports to senior leadership, including the CMO, CRO, and executive stakeholders.
- Demonstrated commitment to fostering a diverse and inclusive team culture.
- Ability to thrive in a fast-paced, dynamic, and entrepreneurial environment.
- Experience in High Technology, specifically network or information security, is highly desirable.
- Ability to travel internationally as required.
Exabeam Total Rewards offers you: (Subject to applicate eligibility requirements)
- Extensive medical, dental and vision coverage to meet your healthcare needs and employer Health Savings Account contribution to help pay for health expenses now or in the future
- Generous 401(k) employer match to help you save for your future
- Paid Time off including “take what you need” flex time, volunteer day of service, your birthday, parental leave, holidays and more
- Widespread learning center for career planning and skill development to grow your career
- A culture of passionate, diverse, committed professionals
The annual salary for this position is between $170K -200K OTE, depending on experience and other qualifications of the successful candidate.
Bring your Whole Self to Work! Diversity, equity, and inclusion are at the core of who we are. At Exabeam, we know that diverse perspectives spark innovation, improve creativity, and position our team for success. Creating a culture where all are welcomed, valued, and empowered to achieve their full potential is important to who we are today and in the future. We hire the best of the best and do not discriminate based on race, gender, age, religion, sexual orientation, identity, or other personal factors.
