About Apono

At Apono we empower organizations to run in the cloud by aligning operations and security around access management.

Our platform provides companies with Just-In-Time and Just Enough access across their hybrid environments reducing the access risk while improving productivity. Apono has offices in New York and Tel Aviv and supports dozens of customers across the US and the world including large Fortune 500 companies, and was honored in Gartner's Magic Quadrant for Privileged Access Management.

What are we looking for?

We’re looking for a player-coach to help set the standard of excellence for Apono’s BDR team. This job sits at the intersection of day-in, day-out coaching and program and systems design. We need a proven people manager who is also going to be hands-on in the stack, the data, and the workflows.

You’ll take over direct management of our existing BDR program to further define what call quality, sequencing, personalization, and conversion look like for our BDRs. If you’re looking to work closely with the team and leadership to take a strong foundation to the next level and scale our outbound motion, let’s talk!

Responsibilities

• Own the full outbound funnel from first touch through qualified pipeline, with a focus on meeting-to-opportunity conversion and pipeline quality
• Build, coach, and develop a growing team of up to 3 BDRs
• Be the bridge and go-to partner between the BDR team and the broader sales org
• Messaging and outbound sales plays across phones, social, in-person and email
• Partner closely with Sales to define what “good” looks like and continuously refine targeting and messaging based on deal outcomes
• Own the team’s pipeline outcomes and make a direct impact on Apono’s revenue growth
• Design and deploy AI-for-outbound workflows across research, personalization, sequencing, and follow-up
• Evaluate and integrate modern GTM tooling (e.g., enrichment, intent, orchestration platforms) to increase efficiency and output per rep
• Build and operationalize signal-driven outbound programs leveraging intent data, product signals, hiring trends, and account-level triggers
• Move beyond static lists to dynamic, real-time targeting
• Define activity benchmarks, pipeline targets, and capacity models to ensure predictable pipeline generation
• Continuously optimize for output per rep and per channel
  
  

Requirements

• Proven experience building and scaling outbound programs that generate high-quality pipeline, not just meetings
• Strong understanding of full-funnel conversion metrics, including meeting-to-opportunity rates, pipeline velocity and lead scoring
• Hands-on experience leveraging AI and modern GTM tools (e.g., Clay, Claude/GPT workflows, Nooks/Orum, intent platforms, enrichment tools) to improve outbound performance
• Experience operating in a signal-based outbound environment, using intent data, triggers, and dynamic segmentation
• Ability to model, forecast, and manage quota attainment across a BDR team
• Builder mindset: comfortable creating systems from scratch in a fast-moving environment
• Ability to travel 1-2 times per month
  
  

Nice To Have

• Have 2+ years of experience as a player-coach A genuine desire to grow your career as a BDR leader. You see this opportunity as a destination; not a pit stop.
• Background in cybersecurity, access management, or developer tools
• Experience in early-stage startups or building a territory from scratch.
  
  

Compensation

$100,000 - $120,000 base + $40,000 - $65,000 variable = $140,000 - $165,000

Competitive base, variable tied to team pipeline and qualified meetings, equity.