Director, Business Development

Location: Palo Alto, United States; hybrid, with remote work available within the United States

Base salary: $200,000–$250,000 per year, plus variable compensation and equity.

Company

hirify.global provides an AI-native data loss prevention and insider risk management platform protecting sensitive data across SaaS applications, GenAI tools, email, endpoint devices, and other environments.

What you will do

• Build the SDR function from the ground up, including team structure, hiring plan, recruiting, onboarding, ramping, coaching, and career development.
• Design outbound and inbound sales development motions, including target accounts, personas, account tiering, sequences, routing, speed-to-lead standards, and campaign follow-up.
• Define activity, meeting, qualified opportunity, pipeline, conversion, ramp, and promotion metrics; report performance to sales leadership.
• Establish qualification and SDR-to-AE handoff standards and align SDRs with Enterprise and Commercial AEs and channel partners.
• Partner with marketing on campaigns, messaging, lead scoring, event outreach, and market feedback.
• Own SDR tooling, data, Salesforce reporting, sequencing workflows, and the proposed SDR compensation plan; use AI tools such as Claude for research, personalization, list building, and reporting.

Requirements

• Experience building an SDR or BDR team from the ground up, or leading a major rebuild, at a B2B SaaS startup.
• Several years of experience leading SDR or BDR teams, including hiring, ramping, coaching, and promoting representatives into AE roles.
• Experience selling to security or IT buyers, ideally CISOs and security teams at mid-market and enterprise companies.
• Demonstrated ownership of meetings, qualified opportunities, and pipeline targets, with measurable results.
• Experience running both outbound and inbound sales development motions.
• Experience partnering with marketing on campaigns, messaging, and lead conversion.
• Experience setting qualification standards and SDR-to-AE handoff processes trusted by AEs.
• Fluency in Salesforce and a sequencing tool such as Outreach or Salesloft, with the ability to build reports independently.
• Existing use of AI tools such as Claude or similar tools to automate and accelerate work.

Nice to have

• Experience in data security, DLP, or an adjacent security category.
• Experience working with channel partners or resellers on joint pipeline.
• Experience building an SDR compensation plan or sales development career ladder.

Culture & Benefits

• Full-time hybrid work, with remote work available within the United States.
• Base salary plus variable compensation and equity; final compensation depends on experience, level, specialization, and market rate.
• Inclusive, equal-opportunity employment environment with a diverse and global talent pool.
• Accommodation support is available during the hiring process upon request.

Hiring process

• Recruiter screen, hiring manager interview with the CRO, team interviews with marketing and sales, and a CEO interview.
• Complete and present a 30/60/90-day plan for building sales development at Nightfall to the CRO and VP of Commercial Sales; AI use is welcome and must be explained.