This role at RunSybil focuses on shaping and leading the outbound sales motion as the first dedicated sales development leader, collaborating across GTM functions to design scalable top-of-funnel processes and drive early growth. The position emphasizes hands-on work before hiring and tight collaboration with founders and GTM leadership.
Role overview
You will architect and execute a data-driven outbound engine from prospecting through to qualification and handoff, ensuring a clean transition from cold outreach to sales-ready conversations. You will validate the playbook by personally running outbound activities before building a team, and you will establish the tracking and reporting that keep top-of-funnel activity and pipeline visible as the organization scales. This role partners with the founders, Head of GTM, RevOps, Marketing, and account executives on messaging, positioning, and a seamless handoff into closing. As the motion proves itself, you will hire, onboard, and coach the SDRs, developing ramp plans that accelerate new reps to quota. You will evaluate SDR and prospecting tools, determining where automation adds value and where headcount is warranted. You will own the top-of-funnel metrics and relay actionable insights back to GTM and product teams.
Responsibilities
- Build a data-driven outbound motion end to end, covering prospecting, qualification, messaging, and the handoff to the sales team.
- Personally run outbound initiatives before hiring to ensure the playbook is proven before the first SDR starts.
- Establish tracking and reporting that make top-of-funnel activity and pipeline clear as the team grows.
- Collaborate with founders, the Head of GTM, RevOps, Marketing, and account executives on messaging, positioning, and clean handoffs into closing.
- Hire, onboard, and coach the SDR team once the motion is validated, and design ramp and structure to help new reps hit quota.
- Evaluate agentic SDR and prospecting tools, deciding where automation is advantageous versus where headcount is more effective.
- Own top-of-funnel performance and bring field learnings back to GTM and product teams.
Requirements
- Experience managing SDRs and/or inside sales reps with a track record of building or rebuilding an outbound motion.
- A builder's instinct: comfortable with unglamorous tasks and capable of doing them personally before delegation.
- Genuine enthusiasm for AI and experience with AI-driven automation.
- Strong ability to create process, bring structure, and ensure accountability in a fast-growing top-of-funnel.
- Comfort operating with little direction, experience running experiments, and data-driven decision making with the ability to pivot quickly.
- Ease engaging with technical, opinionated buyers and founders; capable of coaching reps who interact with such stakeholders.
- Security, infrastructure, or developer-tools experience is a plus, given the technical nature of our buyer base.
Benefits
- OTE for this position: USD 180,000 - 210,000 per year.
- Meaningful equity.
- Ownership in the company and its growth trajectory.
About RunSybil
Founded in 2023 by Ari Herbert-Voss and Vlad Ionescu, RunSybil aims to automate hacker intuition. We are building Sybil, an AI-driven pentester that identifies vulnerabilities before they are exploited. As attackers leverage AI to expand their attack surface, we empower defenders with cutting-edge offensive security tools. The team includes experts with backgrounds at OpenAI, Meta, Mandiant, Palantir, Cruise, and Trail of Bits, supported by strong investors and early customer traction.
About the role
We seek a Sales Development Manager to establish and lead our sales development function. This is the first leadership hire in this area. You will assess existing processes, translate them into a scalable engine, and build the team behind it. The role prioritizes hands-on work and collaboration with AEs, marketing, and RevOps to design the outbound motion, from prospecting to qualification, messaging, and handoff to account executives. The goal is to have a functioning, well-documented framework in place before bringing on SDRs.
Location
Remote with a San Francisco alignment. The position is described as Remote - SF, enabling remote work while maintaining proximity to the Bay Area team.
Compensation
Base compensation aligns with an OTE of USD 180,000 - 210,000 per year. In addition, meaningful equity is offered to ensure ownership in RunSybil's mission and growth.
