Director of Business Development

Frame Security; Tampa (FL); On-site; USD 120,000 - 180,000; Full time

Job summary

Frame Security in Tampa, FL is seeking an experienced Director of Business Development to build, lead, and scale a world-class BDR organization. This is a true people-leadership role responsible for recruiting top talent, coaching BDRs, and creating the systems, processes, and culture that consistently generate qualified pipelines.

You’ll own the team’s performance, partner with Sales, Marketing, Revenue Operations, and Channel, and use data to drive decisions.

Responsibilities

• Hire, onboard, and develop high-performing BDRs
• Conduct regular 1:1s, call coaching, role plays, and pipeline reviews
• Create a culture focused on accountability, continuous improvement, and healthy competition
• Help BDRs develop into future Account Executives and sales leaders
• Own team pipeline creation and meeting generation targets
• Monitor team performance across all key sales development metrics
• Improve conversion rates throughout the outbound and inbound funnel
• Ensure timely follow-up on marketing, partner, and inbound leads
• Forecast BDR pipeline contribution to leadership
• Develop and refine outbound strategies, messaging, and prospecting processes
• Partner with Marketing on campaigns, lead quality, and account targeting
• Collaborate with Revenue Operations to improve workflows, reporting, and CRM hygiene

Job description

About Frame Security: The world’s most sophisticated cyber threats are now AI-powered. It’s time for security awareness to evolve. Legacy security training is broken. For years, organizations have relied on static libraries of generic, "one-size-fits-all" content that fails to prepare employees for modern attacks like deepfake executive impersonations, AI-driven social engineering, or "vibe-coded" application threats. At Frame Security, we aren't just building another training library; we are setting the new standard for security awareness. Our AI-native platform learns an organization’s unique DNA, its policies, tools, roles, and risks, to generate personalized training and hyper-realistic simulations in minutes. From developers practicing secure coding in Java to finance teams defending against AI-generated voice phishing (vishing), we deliver training that actually reflects an employee’s real work. Join us as we build the engine that protects the human layer of every organization in the AI era.

Job Summary

We're looking for an experienced Director of Business Development to build, lead, and scale a world-class Business Development organization. This is a true people leadership role responsible for recruiting exceptional talent, developing high-performing BDRs, and creating the systems, processes, and culture that consistently generate qualified pipelines for the business. You'll own the overall performance of the BDR team, partnering closely with Sales, Marketing, Revenue Operations, and Channel to ensure every lead is handled effectively and every BDR is set up for success. You'll use data to drive decisions, coach managers and individual contributors to higher performance, and continuously optimize the sales development function as Frame grows. This role is ideal for someone who loves coaching, thrives in a fast-paced startup environment, and enjoys rolling up their sleeves to help the team win.

Key Responsibilities

• Hire, onboard, and develop high-performing BDRs
• Conduct regular 1:1s, call coaching, role plays, and pipeline reviews
• Create a culture focused on accountability, continuous improvement, and healthy competition
• Help BDRs develop into future Account Executives and sales leaders

Drive Pipeline Generation

• Own team pipeline creation and meeting generation targets
• Monitor team performance across all key sales development metrics
• Improve conversion rates throughout the outbound and inbound funnel
• Ensure timely follow-up on marketing, partner, and inbound leads
• Forecast BDR pipeline contribution to leadership

Optimize Sales Development

• Develop and refine outbound strategies, messaging, and prospecting processes
• Partner with Marketing on campaigns, lead quality, and account targeting
• Collaborate with Revenue Operations to improve workflows, reporting, and CRM hygiene