Director, Inside Sales

Job Summary

The Director of Inside Sales is responsible for driving sales goals for our Inside Sales Representatives (ISRs) and maximizing transaction quality and volume. This role serves as a foundational pillar for the sales team, balancing high-level leadership with the responsibility of coaching the team and refining departmental systems. You will act as the critical bridge between frontline execution and executive strategy, collaborating with senior leadership to steer the Go-To-Market (GTM) strategy. The ideal candidate is success-driven and thrives in a dynamic, fast-paced environment.

Essential Duties and Responsibilities

• Develop, execute, and oversee comprehensive strategies and plans to achieve set business targets and drive significant revenue growth.
• Actively mentor and coach ISRs on messaging, call techniques, and navigating complex deal cycles to improve overall team conversion rates.
• Partner with sales leadership to provide field-level insights that shape company-wide industry focuses and GTM strategies.
• Utilize CRM tools to manage the end-to-end sales process, track pipeline activity, and provide accurate sales forecasting.
• Design and implement successful sales strategies to identify new business opportunities and nurture existing client relationships.
• Conduct deep-dive reporting and territory analysis to identify untapped growth opportunities and sales patterns.
• Refine and improve sales systems, tools, and internal processes to drive operational efficiency across the department.
• Analyze customer needs regarding business obstacles and scope potential Bugcrowd solutions to maximize market penetration.
• Build and maintain lasting, high-level relationships with clients and internal stakeholders through strong collaboration.
• Set and manage weekly, monthly, and quarterly activity targets for the team to ensure consistent performance.

Experience, Knowledge, Skills, and Abilities

• 5+ years of successful experience in Sales
• Proven track record of high performance in managing end-to-end sales cycles, including prospecting and negotiations.
• Excellent interpersonal and communication skills with the ability to build relationships at all levels of an organization.
• Strong analytical skills used to identify trends, sales patterns, and execute data-driven territory analysis.
• Ability to learn quickly and adapt easily to a changing environment while maintaining a results-driven and proactive nature.

Preferred Skills

• 2+ years of experience managing Inside Sales team
• Direct experience in the cybersecurity or crowdsourced security industry, with a deep understanding of Bugcrowd's solution landscape.
• Advanced proficiency in leveraging sales enablement tools and CRM data to drive departmental upskilling and performance.
• Demonstrated ability to lead and motivate a diverse team in a career-oriented, professional, and fast-paced environment.

Working Conditions and Physical Requirements

• The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.
• Sitting and / or standing - Must be able to remain in a stationary position 50% of the time
• Carrying and / or lifting - Must be able to carry / move laptop as needed throughout the work day.
• Work Environment – This position is primarily office-based and requires working onsite at the Bugcrowd New Hampshire office five days per week in a collaborative sales environment.

Pay Range Disclosure

At Bugcrowd, we strive for fairness, equality and to create an environment that allows our people to perform at their very best. Our compensation philosophy is to foster a collaborative community that rewards, attracts and retains the best possible talent. The provided salary details are based on US national averages and we retain the flexibility to tailor to the needs of the business.

The national estimate for the current base range for the position is $136,000. - $170,000.

This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.