Senior Manager of Sales Development at At-Bay

San Francisco, California, United States

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Not SpecifiedCompensation

Senior (5 to 8 years), Expert & Leadership (9+ years)Experience Level

Full TimeJob Type

UnknownVisa

Insurance, CybersecurityIndustries

Requirements

Proven experience building an SDR function from scratch, including playbooks, processes, KPIs, and team
Strategic, hands-on sales development leadership skills
Analytical mindset with ability to use data insights to explain outbound strategies, influence GTM decisions, and align stakeholders
Experience launching successful SDR programs (builder role with path to leadership)

Responsibilities

Meet with sales, marketing, leadership, and RevOps to understand GTM goals, ICP, and funnel health
Audit existing lead sources, messaging, and prospecting workflows
Analyze past performance data (outbound, conversion rates, etc.)
Evaluate current tools (CRM, sequencing, intent data, enrichment)
Draft SDR playbook: messaging, cadences, success metrics, qualification criteria (SQL definition)
Define short-term and long-term KPIs for SDR success
Set expectations around “good pipeline” for this stage of growth
Finalize and roll out initial outbound strategy and messaging framework
Build scalable processes for lead routing, reporting, and performance tracking
Implement or reconfigure tooling (e.g., Salesforce, Hubspot, ZoomInfo, Gong)
Align with sales/marketing leadership on SLAs and handoff points
Establish pipeline target aligned to revenue goals
Design and execute go-to-market prospecting motion
Partner closely with sales, marketing, and leadership to drive top-of-funnel growth
Build and lead the SDR function from the ground up, owning outbound strategy and scalable processes

Skills

Sales Development

SDR Management

Team Building

Sales Strategy

GTM

Sales Playbook

Leadership

At-Bay

Provides insurance and cybersecurity solutions

About At-Bay

At-Bay provides businesses with solutions to manage cyber risk by combining insurance and cybersecurity technology. The company offers various types of specialty insurance, including Cyber, Tech Errors & Omissions (E&O), and Miscellaneous Professional Liability (MPL). At-Bay's approach integrates these insurance products with advanced cybersecurity services, allowing clients to address their cyber risk comprehensively. Unlike many traditional insurance providers, At-Bay focuses specifically on the intersection of insurance and cybersecurity, which sets it apart in the market. The goal of At-Bay is to help businesses effectively manage and mitigate cyber risks while fostering an inclusive workplace and expanding its global presence.

San Francisco, CaliforniaHeadquarters

2016Year Founded

$284MTotal Funding

SERIES_DCompany Stage

Cybersecurity, Financial ServicesIndustries

201-500Employees

Benefits

Health, dental, & vision

20 days paid vacation

401k

Paid parental leave

Quarterly wellness days & mental health resources

Flexible working hours & remote work

Investment in learning & development

Life insurance & disability

Risks

Shutdown of Relay platform may indicate financial or strategic challenges.

Increase in ransomware incidents could lead to higher claims and insurance payouts.

Dependency on CrowdStrike's technology poses risks if partnership dynamics change.

Differentiation

At-Bay integrates insurance and cybersecurity, offering a unique InsurSec solution.

The company provides comprehensive Cyber, Tech E&O, and MPL insurance coverage.

At-Bay's proprietary cybersecurity solutions include the At-Bay Stance Managed Detection & Response.

Upsides

Expansion of Cyber and Tech E&O coverage taps into larger enterprise markets.

Partnership with CrowdStrike enhances cyber resilience for SMBs with advanced security capabilities.

AI-driven risk assessments improve underwriting and claims processing, reducing costs.

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