Anomali

Build and lead a global SDR team, define ICP, implement AI-driven sales processes, and ensure pipeline quality. | Extensive experience in SaaS sales, team building, sales methodologies, and engaging government buyers, with familiarity in sales tools and AI workflows. | Company Anomali is headquartered in Silicon Valley and is the Leading AI-Powered Security Operations Platform that is modernizing security operations. At the center of it is an omnipresent, intelligent, and multilingual Anomali Copilot that automates key workflows and empowers your team to deliver critical threat insights to leadership in seconds. Anomali unifies ETL, SIEM, XDR, SOAR, and the world’s largest repository of global intelligence into a single, cloud-native platform that improves detection, speeds investigations, and reduces costs at scale. Do more with less. Be Different. Be the Anomali. Learn more at www.anomali.com Job Description The Director, Global Sales Development will be responsible for building and managing a team of Sales Development Representatives (SDRs). The SDRs are responsible for meeting and exceeding a sales quota by excelling at key critical success factors, including inbound lead follow up, outbound calls, opportunity identification, pipeline creation and upsell/cross-sell. Responsibilities SDR Leadership & GTM Ownership: · Build, lead, and scale global SDR teams aligned to Enterprise, Mid-Market, Partner, and Public Sector (SLED) segments · Own inbound SDR workflows, including lead routing, lead-to-speed SLAs, and rigorous qualification standards · Ensure SDR output consistently translates into high-quality pipeline and closed revenue ICP Definition & Cross-Functional Alignment: · Co-own the definition, refinement, and operationalization of Anomali’s ICP · Partner cross-functionally with Sales, Product, Engineering, Marketing, Channel, and RevOps · Translate ICP insights into SDR targeting, account prioritization, outbound plays and inbound qualification. 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. · This position is not eligible for employment visa sponsorship. The successful candidate must not now, or in the future, require visa sponsorship to work in the US What Success Looks Like: · An AI-enabled SDR organization with strong lead-to-speed and qualification rigor · A clearly defined ICP embedded across inbound, outbound, partner, and public sector motions · Predictable, high-quality pipeline that converts efficiently into revenue \n \n Equal Opportunities Monitoring It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, color, religion, sex, sexual orientation, gender identity, national origin, age, or status as a protected veteran. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented. If you are interested in applying for employment with Anomali and need special assistance or accommodation to apply for a posted position, contact our Recruiting team at recruiting@anomali.com.

Full lifecycle enterprise sales in cybersecurity solutions, building and expanding key accounts, and achieving sales targets. | Over 5 years of solution sales experience, strong cybersecurity knowledge, ability to connect with all levels of clients, and proven sales success. | : Anomali is headquartered in Silicon Valley and is the Leading AI-Powered Security Operations Platform that is modernizing security operations. At the center of it is an omnipresent, intelligent, and multilingual Anomali Copilot that automates important tasks and empowers your team to deliver the requisite risk insights to management and the board in seconds. The Anomali Copilot navigates a proprietary cloud-native security data lake that consolidates legacy attempts at visibility and provides first-in-market speed, scale, and performance while reducing the cost of security analytics. Anomali combines ETL, SIEM, XDR, SOAR, and the largest repository of global intelligence in one efficient platform. Protect and drive your business with better productivity and talent retention. Do more with less. Be Different. Be the Anomali. Learn more at http://www.anomali.com. This position will focus on full life cycle field sales and enterprise account development/expansion in the assigned region. Qualifications Required Skills/Experience: o 5 plus years of experience in a closing role is required o Minimum of 3 years full life cycle solution selling in SaaS, cybersecurity applications, XDR sales, or similar experience with enterprise customers is required o Salesforce experience preferred. o Ability to “connect” with all individuals at all levels, C-Suite to Analyst. o Desire to learn new technology, ramp quickly and grow with Anomali. o Strong track record of over achievement sales targets. o Personal selling experience into various verticals. o Strong relationships with Key Accounts. o High energy, enthusiastic and effective communicator. o Ability to understand information security concepts and approaches. o Experience in Security Analytics, SIEM, Big Data, Cloud or Threat Intelligence required, within the target region. o Strong work ethic, ability to adapt to rapidly-changing environments. Self Starter. o Proven ability to generate pipeline and close business. o This position is not eligible for employment visa sponsorship. The successful candidate must not now, or in the future require visa sponsorship to work in the US. Equal Opportunities Monitoring It is our policy to ensure that all eligible persons have equal opportunity for employment and advancement on the basis of their ability, qualifications and aptitude. We select those suitable for appointment solely on the basis of merit without regard to an individual's disability, race, religion, sex, age or sexual orientation. Monitoring is carried out to ensure that our equal opportunity policy is effectively implemented. If you are interested in applying for employment with Anomali and need special assistance or accommodation to apply for a posted position, contact our Recruiting team at recruiting@anomali.com. Compensation Transparency $130,000 - $150,000 USD Please note that the annual base salary range is a guideline and, for candidates who receive an offer, the base pay will vary based on factors such as work location, as well as, knowledge, skills and experience of the candidate. In addition to base pay, this position is eligible for benefits, and may be eligible for a bonus and/or equity. We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.