Director, Inside Sales

We are Bugcrowd. Since 2012, we’ve been empowering organizations to take back control and stay ahead of threat actors by uniting the collective ingenuity and expertise of our customers and trusted alliance of elite hackers, with our patented data and AI-powered Security Knowledge Platform™. Our network of hackers brings diverse expertise to uncover hidden weaknesses, adapting swiftly to evolving threats, even against zero-day exploits. With unmatched scalability and adaptability, our data and AI-driven CrowdMatch™ technology in our platform finds the perfect talent for your unique fight. We aim to create a new era of modern crowdsourced security that outpaces threat actors. Unleash the ingenuity of the hacker community with Bugcrowd, visit www.bugcrowd.com. Based in San Francisco and New Hampshire, Bugcrowd is supported by General Catalyst, Rally Ventures, Costanoa Ventures, and others. 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 remai