Senior Manager of Sales Development, At-Bay
$180-220k
Insurance for the digital age
Be an early applicant
Insurance for the digital age
201-500 employees
Be an early applicant
$180-220k
201-500 employees
Company mission
To help businesses meet digital risk head-on.
Role
Who you are
- Proven experience building an SDR function from scratch, including playbooks, processes, KPIs, and team structure
- Strong track record of developing and executing outbound strategies that generate pipeline and align with GTM priorities
- Deep understanding of sales development metrics, funnel management, and how to scale top-of-funnel performance
- Strategic go-to-market thinker who connects systems, data, and process design to broader business goals—ensuring GTM infrastructure scales with evolving sales motions, product offerings, and market segments
- Hands-on experience with selecting and implementing sales tech tools (e.g., Salesforce, Hubspot, ZoomInfo, Gong)
- Ability to partner cross-functionally with marketing, sales, and RevOps to align messaging, targeting, and handoff processes
- Demonstrated success in hiring, onboarding, and coaching SDRs in a high-growth environment
- Comfortable working in a fast-paced, builder-focused culture where you’re laying the foundation for long-term scale
- Experience in cybersecurity, SaaS, or complex B2B solutions is strongly preferred
What the job involves
- We're looking for a strategic, hands-on sales development leader to build and lead our SDR function from the ground up
- This is a unique opportunity to be the first hire owning the outbound strategy, creating scalable processes, and partnering closely with sales, marketing, and leadership to drive top-of-funnel growth
- As the founding Senior Manager of Sales Development, you'll design and execute our go-to-market prospecting motion
- You’ll play a critical role in shaping how we engage with our ideal customers and fuel our sales pipeline in a high-growth, cybersecurity services environment
- We’re looking for an analytical mindset with the ability to tell a compelling story through data — using insights to explain why specific outbound strategies work, influence GTM decisions, and align stakeholders around measurable impact
- This is a builder role with a clear path to leadership—ideal for someone who has launched successful SDR programs before
- By 3 months…
- Understand the business and build the blueprint
- Meet with sales, marketing, leadership, and RevOps to understand GTM goals, ICP, and funnel health
- Audit existing lead sources, messaging, and prospecting workflows
- Analyze past performance data (outbound, conversion rates, etc.)
- Evaluate current tools (CRM, sequencing, intent data, enrichment)
- Begin drafting a SDR playbook: messaging, cadences, success metrics, qualification criteria (SQL definition)
- Define short-term and long-term KPIs for SDR success
- Set expectations around what “good pipeline” looks like for this stage of growth
- By 6 months…
- Stand up the outbound motion
- Finalize and roll out the initial outbound strategy and messaging framework
- Build scalable processes for lead routing, reporting, and performance tracking
- Implement or reconfigure tooling (e.g. Salesforce, Hubspot, ZoomInfo, Gong)
- Align with sales/marketing leadership on SLAs and handoff points
- Establish a pipeline target aligned to revenue goals
Our take
At-Bay offers insurance tailored for the modern era, addressing the growing cyber security threats that businesses encounter today. With the increasing risk of cybercrime, having the right protection is essential. At-Bay has revolutionized the insurance industry by providing solutions that allow businesses to confront digital risks with ease.
Founded in 2016, At-Bay tripled its headcount in recent years and now has offices in New York, Los Angeles, Dallas, Atlanta, Portland, and Chicago. The continuous expansion is not surprising as experts predict the cybersecurity insurance industry will grow to $23B by 2025 as more businesses discover the importance of protecting themselves online.
What makes At-Bay stand out is that its brokers can provide quotes to interested businesses in seconds and will devise modern risk management plans which are paid for in instalments. Its policies can cover up to $10M in limits for commercial businesses and up to $5B for Cyber and Tech E&O coverage. In 2023, At-Bay added an Admitted Cyber Insurance Product for use by small businesses and a Miscellaneous Professional Liability feature, exemplifying it's continued commitment to innovating the insurance sector.
Steph
Company Specialist at Welcome to the Jungle
Insights
47% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Oct 2021
$20m
SERIES D
Jul 2021
$185m
SERIES D
Total funding: $292m
Company benefits
- Medical/private health insurance
- 401k with 4% match or retirement plan
- Hybrid or flexible remote work
- Paid parental leave
- Fitness benefits
- Learning & development
- 20 days paid vacation and 2 floating holidays
- Quarterly wellness days
- Monthly happy hour, team outings & events
- New hire stipend
- 2 free lunches a week and meal budget
- Company retreat
Company HQ
Rincon Hill, San Francisco, CA
Leadership
Rotem Iram
(Co-Founder & CEO)A former McKinsey Consultant who was also a Software Engineer at RAD Data Communication. Served as COO at K2 Intelligence.
Roman Itskovich
(Co-Founder & CRO)Began their career at McKinsey before moving to Bain Capital as a Senior Associate. Was also the VP of Financial Products at Ebury.
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