AI-First SDR Execution: · Design and operationalize an AI-first SDR motion to increase productivity and conversion · Own implementation and daily usage of Nooks AI Dialer for call efficiency, coaching, and insights · Own Nooks AI Prospector as the core outbound intelligence engine for ICP-aligned targeting, signal-based prospecting, and personalization at scale Outbound & Inbound Playbooks: • Build and maintain SDR playbooks covering: ICP-based segmentation and prioritization Persona-driven messaging and talk tracks Multichannel sequences (phone, email, LinkedIn) Objection handling, qualification, and AE handoff • Apply modern SDR plays including intent-led outbound, champion reactivation, competitive takeout, and partner-assisted motions Direct, Channel & Public Sector Motions: · Apply direct selling experience to ensure SDR execution reflects real enterprise and mid-market deal dynamics · Leverage channel selling experience to build partner-sourced pipeline across MSPs, MSSPs, SIs, distributors, and resellers · Support partner recruitment, activation, and co-sell motions · Lead SDR strategy for Federal, State, and Local Government, with experience booking meetings with government officials Sales Methodology, Tools & Rigor: · Ensure SDR execution aligns with Challenger, Sandler, MEDDPICC, and Command of the Message · Implement champion tracking using Boomerang or UserGems · Own SDR funnel performance in Salesforce, including speed-to-lead, conversion rates, pipeline sourced, and ROI Analytics & Scale: · Apply a left-brain / right-brain mindset—combining data-driven analysis with creative experimentation · Continuously test and refine messaging, sequences, AI workflows, and qualification criteria · Scale what works into repeatable, predictable SDR processes Qualifications: Required Skills/Experience · 10+ years in Sales, Sales Development, or GTM leadership roles · Proven background in direct enterprise and mid-market B2B SaaS selling and channel selling experience required · 3+ years of experience building, leading and growing SDR and quota-carrying global sales teams in a relevant cybersecurity space. · Hands-on experience with Nooks AI Dialer and Nooks AI Prospector, Gong, Marketo, LI Sales Nav, 6thSense or comparable tools · Strong command of modern sales methodologies and pipeline discipline · Experience engaging Federal and State government buyers · Highly analytical, operationally strong, and cross-functionally effective · Candidates local to our Redwood City, CA HQ will be expected to work a hybrid schedule onsite.