Sales Development Lead

Brinqa; Austin (TX); On-site; USD 110,000 - 170,000; Full time

Job summary

Brinqa is seeking a Business Development Team Lead to grow our pipeline through direct prospecting and by coaching the BDR team. This role emphasizes leading by example, coaching reps on calls and outreach sequences, and ensuring pipeline health across the team.

You will partner with Sales leadership to convert qualified leads into opportunities, manage the handoff process, and drive team-wide pipeline reviews and metrics reporting.

Qualifications

• 5+ years of experience in B2B sales with quota attainment as a BDR/SDR.
• Experience mentoring or training other reps; formal management not required.
• Strong communication skills; ability to give direct feedback.
• Comfort with cold outreach and warm inbound leads; coaching others.
• Highly organized and able to manage multiple conversations and priorities.
• Fluency with Salesforce, LinkedIn, ZoomInfo, and Outreach or Salesloft; reporting & dashboards.
• Genuine interest in cybersecurity and developing others.

Responsibilities

• Own the first interaction with prospects and maintain a personal pipeline generation quota.
• Qualify leads by understanding business needs and mapping them to Brinqa.
• Coach, mentor, and onboard BDR team members; share best practices.
• Monitor team activity, pipeline health, and quota attainment; flag gaps early.
• Partner with Sales leadership to convert qualified leads into opportunities and refine handoff.
• Run team pipeline reviews and report metrics to management.
• Follow up on marketing campaigns and prioritize lead flow.
• Join field sales meetings and events to stay aligned with messaging and audience.
• Serve as escalation point for tooling, process, and prospect handling questions.
• Keep lead activity and notes in Salesforce and Outreach/Salesloft; enforce hygiene.
• Help sharpen team messaging about Brinqa against competitors.

Skills

BD Sales 5+ yrs

People leadership

Strong communication

Prospect coaching

Org & multi-tasking

CRM tools & dashboards

Cybersecurity interest

Tools

Salesforce

LinkedIn

ZoomInfo

Outreach

Salesloft

Job description

Brinqa is the leading provider of unified cyber risk management and security analytics. Our software empowers companies to make cyber risk decisions across a wide range of platforms quickly and efficiently.

We help our customers’ cyber security and technology teams discover, prioritize and treat the most important risks based on real-time risk analytics, automated risk assessments, and remediation. With actionable insights and timely communications provided by our software, our customers are reducing their response times to the constantly changing and emerging threats and saving their business from potential negative and significant impacts.

The Role

We're hiring a Business Development Team Lead to help us connect with the security leaders who need us most, while also raising the performance of the BDR team as a whole.

This position plays a critical role in growing our pipeline — both through direct prospecting and by coaching, guiding, and holding the BDR team accountable to a consistent standard. It's a great opportunity for someone who wants to grow into sales leadership, sharpen a team's execution, and be part of building something great from the ground up.

What You'll Do

• Own the first interaction with prospects — whether it starts with an inbound inquiry or your own outreach — and continue carrying a personal pipeline-generation quota
• Qualify leads by understanding business needs, uncovering challenges, and mapping them to how Brinqa can help
• Coach, mentor, and onboard BDR team members — sharing what works on calls, in outreach sequences, and in objection handling
• Monitor team activity, pipeline health, and quota attainment; flag gaps early and course-correct with individual reps
• Partner closely with Sales leadership to convert qualified leads into real opportunities and to refine the lead-to-opportunity handoff process
• Run team pipeline reviews and report on team-level metrics and results to management
• Follow up on marketing campaigns and events, and help the team prioritize and divide the resulting lead flow
• Join field sales meetings and virtual events to stay close to messaging and target audience, and relay insights back to the team
• Serve as an escalation point for the team on tooling, process, and prospect-handling questions
• Keep lead activity and notes organized in Salesforce and tools like Outreach or Salesloft, and help enforce consistent team-wide hygiene
• Develop and maintain the team's shared understanding of how Brinqa stacks up against other solutions, and use that to sharpen team messaging

What You'll Need

• 5 + years of experience in B2B sales, ideally in cybersecurity, SaaS, or IT, including demonstrated quota attainment as a BDR/SDR
• Prior experience informally leading, mentoring, or training other reps — official management experience not required, but a track record of raising others' performance is
• Strong communication skills — clear, professional, and personable, including the ability to give direct, constructive feedback
• Comfortable navigating both cold outreach and warm inbound leads, and coaching others through the same
• Highly organized and able to manage multiple conversations, priorities, and team members' workloads at once
• Fluency with tools like Salesforce, LinkedIn, ZoomInfo, and Outreach or Salesloft, including reporting and pipeline dashboards
• A genuine interest in cybersecurity and in developing other people, not just closing your own activity

Nice to Have

• Experience supporting demand generation or marketing programs
• Working knowledge of security, risk, or compliance tools
• Prior experience building or improving BDR playbooks, call scripts, or onboarding materials
• A degree is great, but not required — we care more about what you and your team can do

Here’s a Little More About Us

Brinqa was founded in 2008 by cybersecurity and technology veterans that witnessed first‑hand the significant amount of time and people it took a company to manage the various tools and resources to protect the business from the ever evolving and changing world of cybersecurity.

Building a cybersecurity platform that connects all of the relevant IT, security, and business data resources to create a common data view with actionable insights would give companies a resource that would allow them to respond faster, smarter and more efficiently.

In June 2021, with a solid and effective product benefiting and significantly impacting Fortune 50 companies, Brinqa received its first and only institutionalized funding with Insight Partners. Investing $110M and a minority position in the business, Insight Partners provided Brinqa a way to provide their cybersecurity platform product to more enterprise companies by building their employee base with expertise in Sales, Marketing, Customer Success, Professional Services and People.

It is an exciting time of growth and for individuals to make an immediate and lasting impact on the company and its market

We’re committed to promoting Equal Employment Opportunity (EEO) at Brinqa - through all equal employment opportunity laws and regulations at the international, federal, state and local levels.