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Business Development Manager

El Segundo, CA

About Us:

HiveWatch is a tech-forward, inclusive organization fostering the evolution of the physical security industry. We are a diverse team of forward thinkers who empower each other to find creative and collaborative solutions in an industry ripe for modernization. We are passionate about the problems we’re solving for our customers and equally passionate about the company we’re building.  

HiveWatch is here to help security teams pivot from chasing threats to preventing them. We protect organizations, people, and property through the intelligent orchestration of physical security programs. With better communication, more insights, and less “noise”, we are modernizing what it means for businesses and their employees to truly feel safe.

About the Role:

We are seeking a hungry, hands-on Manager of Business Development to build and scale HiveWatch's BDR function during a critical growth phase. This role will be full-time and in-person at our headquarters in El Segundo, CA.

As the first BDR leader at HiveWatch, you'll report directly to the VP of Sales and take ownership of a rapidly scaling team. You'll manage 3-4 internal BDRs initially (plus our partnership with Leadlio, our contracted BDR provider), and scale the team to 12 BDRs by year-end. This is a rare opportunity to build a high-performing BDR function from the ground up—establishing processes, hiring top talent, and creating a culture of accountability and results.

You'll partner closely with the Sales Director as you ramp, learning the function and taking ownership as you demonstrate readiness. You'll also work hand-in-hand with our Head of Marketing to build out channel-specific processes for outbound, inbound, events, and trigger-based outreach. By April 2026, you'll own BDR hiring, performance management, and pipeline generation—freeing up sales leadership to focus on closing deals and scaling the AE team.

This role is mission-critical.The BDR team must be dialed in, productive, and consistent. If you love coaching, performance management, and building something great from scratch, this is the role for you.

Key Responsibilities:

Team Leadership & Performance Management

  • Hire, onboard, coach, and manage a team of BDRs, scaling from 3-4 internal BDRs to 12 by end of 2026 (targets: 6 by Q1, 8 by Q2, 11 by Q3, 12 by Q4)
  • Drive team performance to consistently deliver 8 SQOs (Sales Qualified Opportunities) per month to support AE quota attainment and company ARR goals
  • Conduct regular 1:1s, performance reviews, pipeline reviews, and coaching sessions to accelerate BDR ramp time and improve conversion rates
  • Implement strong performance management practices, holding BDRs accountable to activity metrics, conversion rates, show rates, and quota attainment
  • Foster a culture of accountability, growth, and winning within the BDR team
  • Take ownership of BDR hiring from the VP of Sales and Sales Director, building a repeatable hiring process that attracts and retains top talent

Process Building & Operational Excellence

  • Build scalable, repeatable processes for lead qualification (BANT), BDR-to-AE handoffs, and pipeline generation across multiple channels
  • Partner with Marketing to establish channel-specific processes and prioritization frameworks for: outbound (account-based outreach), inbound (demo requests, web visitors), events (pre-show/post-show outreach), triggers (role changes, company news), and webinar leads
  • Establish clear activity benchmarks, conversion rate targets, and performance standards for BDRs at each stage of ramp
  • Implement tools, tech stack optimization, and automation to improve BDR efficiency and productivity
  • Create training programs, playbooks, and enablement resources to accelerate BDR onboarding and ongoing development
  • Drive continuous improvement by analyzing data, identifying gaps, and testing new approaches to pipeline generation

Pipeline Generation & Revenue Impact

  • Own the team's monthly SQO target (8 SQOs per BDR per month) and ensure consistent pipeline generation to support HiveWatch's ARR goal
  • Monitor and optimize key metrics including: total pipeline generated, SQO conversion rates, show rates, meeting-to-opportunity conversion, ramp time, and BDR quota attainment
  • Partner with AEs to ensure BDRs are aligned on account strategy, target personas, messaging, and handoff processes
  • Collaborate with Marketing to optimize lead flow, lead quality, and multi-channel campaign effectiveness
  • Analyze pipeline data to identify trends, bottlenecks, and opportunities for improvement

Leadlio Partnership Management

  • Manage the partnership with Leadlio (our contracted BDR provider), ensuring alignment on targets, performance, and account coverage
  • Evaluate the performance and ROI of contracted BDRs vs. in-house BDRs
  • Provide data-driven recommendations on the optimal path to transition from contracted to in-house BDRs over time, balancing speed, cost, and quality

Cross-Functional Collaboration

  • Partner with the Sales Director (Ryan Kredell) during ramp to learn the BDR function, take ownership of BDR management, and align on account strategies
  • Work closely with the VP of Sales (Rylee Shull) to align BDR strategy with overall sales goals and revenue targets
  • Collaborate with Marketing to build channel-specific processes, optimize lead flow, and drive multi-touch campaign effectiveness
  • Engage with Sales Enablement, RevOps, and other cross-functional partners to ensure BDRs have the tools, data, and support needed to succeed

Hands-On Leadership

  • Roll up your sleeves and do the work yourself when needed—whether that's running discovery calls, testing new messaging, or jumping into Salesforce to troubleshoot process gaps
  • Lead by example, demonstrating the work ethic, accountability, and can-do attitude you expect from your team
  • Stay close to the day-to-day activity of the BDR team, understanding what's working, what's not, and how to continuously improve

Required Qualifications:

  • 5+ years of experience in BDR/SDR roles with at least 2-3 years in BDR/SDR management or team leadership
  • Proven track record building, scaling, and managing high-performing BDR/SDR teams in B2B SaaS or fast-paced tech startups
  • Deep expertise in outbound prospecting, account-based sales development, and multi-channel pipeline generation (outbound, inbound, events, triggers)
  • Strong performance management skills with experience hiring, coaching, ramping, and holding teams accountable to quota and activity metrics
  • Data-driven mindset with the ability to analyze pipeline metrics, identify trends, and make recommendations based on data
  • Familiarity with modern sales tech stack including: Salesforce, Outreach (or similar), Apollo/ZoomInfo (or similar), Gong (or similar), HubSpot
  • Exceptional communication skills and ability to build strong relationships with AEs, Marketing, and cross-functional partners
  • Startup DNA: scrappy, resourceful, comfortable with ambiguity, and energized by building something from scratch
  • Can-do attitude with a willingness to roll up your sleeves, test new approaches, and adapt quickly as the business evolves
  • Hungry to win and be part of something greater than yourself

Preferred Qualifications:

  • Experience managing both in-house and contracted/outsourced BDR teams
  • Background in physical security, enterprise security software, or adjacent industries
  • Track record managing BDR teams through hypergrowth (e.g., scaling from 3 to 12+ BDRs in a single year)
  • Experience working in Series B or later-stage SaaS startups during rapid scaling phases
  • Familiarity with account-based sales development and partnership with Marketing on multi-channel campaigns
  • Strong understanding of SaaS sales metrics (pipeline coverage, conversion rates, velocity, CAC, etc.)

Success Metrics (Year 1):

  • Total Pipeline Generated: Consistently deliver pipeline to support 3-5x coverage for HiveWatch's ARR goal
  • Team SQO Attainment: Ensure the BDR team delivers 8 SQOs per month (Sales Qualified Opportunities)
  • Team Scalability: Successfully hire, onboard, and ramp BDR headcount from 3-4 to 12 by end of 2026
  • Conversion Rates: Improve BDR-to-meeting conversion rates, show rates, and meeting-to-opportunity conversion rates
  • Ramp Time: Reduce average time-to-productivity for new BDR hires
  • Attrition: Maintain low BDR attrition through strong coaching, development, and performance management
  • Process Excellence: Build and document scalable BDR processes, playbooks, and channel-specific frameworks

Additional Info:

  • Base salary range: $105K-$125K USD per year
  • Eligible for performance bonus: 30% of total comp (~$45K-$54K) tied to team SQO performance and pipeline generation
  • OTE (On-Target Earnings): $150K-$179K
  • Eligible to participate in HiveWatch Equity Incentive Plan
  • The final offer will be at the company's sole discretion and determined by multiple factors, including years and depth of relevant experience, expertise, and other business considerations.

Benefits & Culture:

At HiveWatch, we're passionate about taking care of our people — and it shows in the benefits we offer. Our team enjoys:

  • Comprehensive health coverage: medical, dental, vision, and life insurance
  • Cutting-edge work in an emerging field with huge growth potential
  • Competitive compensation packages designed to reward top talent
  • A modern, newly renovated HQ right on Main Street in El Segundo, CA
  • 401(k) with a 4% company match to help you invest in your future
  • Flexible paid time off so you can recharge when you need it
  • Additional benefits include ClassPass credits and a discount on pet insurance
  • A family-friendly, compassionate culture that values balance and belonging

We encourage you to challenge the status quo, share your perspective, and leave fear at the (access-controlled) door.

Our EEO Statement:

HiveWatch is an equal opportunity employer and we are committed to cultivating a work environment that supports, inspires, and respects all individuals. We execute our hiring practices so that they are merit-based and we do not discriminate on the basis of race, color, religion, sex, sexual orientation, gender identity/expression, marital status, age, disability, medical condition, genetic information, national origin, ancestry, military or veteran status, or other protected characteristic.

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