Cerby is redefining what identity security means for the modern enterprise. While traditional IAM solutions protect the apps that support standards like SAML and SCIM, a huge portion of today’s tech stack still falls outside that perimeter— think SaaS tools, department-owned apps, and legacy systems.

That’s where Cerby comes in. We’re the first identity security platform built specifically for disconnected applications. We extend the reach of existing identity providers to every app in the stack—no APIs, no standards required. With Cerby, security teams can enforce SSO, MFA, and lifecycle management everywhere. No more blind spots. No more manual work. Just complete identity control.

We’re backed by leading investors and trusted by global brands, but we’re still early in our journey. That means you’ll have a real voice, real ownership, and the chance to help shape a category that’s only getting more critical.

About the Role

We’re looking for a high-performing Sales Development Team Lead to accelerate Cerby’s outbound and inbound motion. You’ll lead by example—building pipeline, optimizing processes, and mentoring SDR(s). This is a hands-on leadership role ideal for someone ready to step into management while still keeping their prospecting skills sharp.

What You’ll Own

Own outbound with strategy and precision

• Define and execute outbound prospecting plays, segment target accounts by ICP and buying signals, and test personalized messaging across email, phone, social, etc.
• Set the tone for quality outreach—both by doing and by coaching.

Be the first responder to inbound

• Ensure fast, thoughtful follow-up for inbound leads. Lead from the front by showing how speed and context can turn clicks into conversations.
• Collaborate with marketing to refine lead scoring, routing, and follow-up workflows.

Coach and develop your SDR(s)

• Set weekly and monthly activity benchmarks and drive a high performance, results-oriented culture.
• Provide hands-on coaching in mock calls, email reviews, and 1:1s.
• Help SDR improve messaging, objection handling, and qualification skills to consistently achieve quota.

Run a tight pipeline ops machine

• Track performance metrics and pipeline coverage in partnership with Demand Gen and RevOps.
• Report on conversion rates, channel performance, and campaign impact.
• Continuously sharpen the SDR playbook based on what’s working.

Cross-functional collaboration

• Partner closely with AEs to ensure tight handoffs and account-level strategy.
• Collaborate with Marketing to optimize campaigns and experiment with new content, offers, and cadences.
• Share feedback with Product and GTM teams to inform messaging, ICP, and roadmap.
  
  

Minimum Requirements

• Minimum 3+ years in an SDR or BDR role, with experience mentoring or leading others
• B2B startup experience or proven ability to thrive in fast-paced, enterprise-sales environments
• Proven ability to hit or exceed pipeline targets
• Skilled in Outreach, Salesloft, Apollo, ZoomInfo, HubSpot, LinkedIn Sales Navigator, or similar tools
• Exceptional communicator—clear, concise, and confident across channels
• Strong call execution and objection handling
• Highly organized with attention to detail and follow-through
• Skilled in objection handling and live call execution—you don’t just do it, you excel at it

What Success Looks Like

• Consistently generates qualified pipeline through creative, multi-threaded outreach (targets to be determined during onboarding)
• Increases lead-to-opportunity conversion rates across inbound channels
• Consistently generates high-quality discovery meetings with ICP-aligned prospects, with a strong conversion rate from meeting to qualified opportunity
• Deliver the majority of meetings for your paired AEs to build pipeline and support account strategies that convert.
• Use a multichannel, personalized approach by combining email, phone, video, LinkedIn, and social touchpoints—tailoring outreach to the persona and buying context.
• Maintain clean, accurate data by logging activities, notes, and follow-ups in systems of record to support smooth handoffs and accurate reporting.
• Leverage tools like Clay, LinkedIn Sales Navigator, and ZoomInfo to source prospects with precision and intent.
• Shares actionable insights with Marketing and Sales to improve go-to-market strategy.