Team Lead, Business Development (Internal Only)

Candidates must be current employees of the SANS Institute to be eligible for this position.

About SANS

Founded in 1989, SANS Institute (SANS) began as a cooperative research and education organization. Over the next 25 years, it grew to become the most trusted and widely recognized provider of information security training and certification in the world. Today, SANS has served more than 300,000 cybersecurity professionals around the world, with more than 60,000 earning Global Information Assurance Certification (GIAC) security certifications-the leading certification that provides assurance to employers that their people and prospective hires can do the job.

At the heart of SANS is a community of practitioners, from auditors and network administrators to CISOs, who share their lessons learned and collaborate on solutions to the challenges they face. These experts, working across corporations, government agencies, and universities, come together to support and strengthen the global information security community.

Why SANS?

At SANS, our culture is defined by three pillars: Mission, Brand, and People.

• Our Mission is to hire people who understand the importance fighting against cybersecurity threats.
• Our Brand reflects a commitment to delivering the highest quality training.
• Our People are grounded in a culture of fairness, honesty, customer focus, and a pragmatic approach.

What You'll Achieve at SANS

We are seeking a Team Lead, Business Development to join our Business Development - Enterprise Sales team. This role plays a key part in supporting Enterprise and Federal segments.This person will carry an individual book of target accounts while leading a team of 5-6 Business Development Executives focused on SANS' inbound and outbound sales strategy. The Team Lead will generate qualified pipeline for assigned Account Executives through outbound prospecting into target accounts and inbound lead qualification and follow-up, while also coaching and developing the BD team to meet and exceed pipeline generation targets.

The Team Lead, Business Development will oversee lead funnel management and best practices, execute repeatable Go-To-Market sales plays for both inbound and outbound motions, and drive team performance against KPIs. They will work closely with marketing, sales leadership, and sales operations to ensure alignment on lead generation workflows and qualification standards.

This role requires a strong individual contributor with proven ability to coach and develop a sales development team. This individual must ensure the team receives the guidance, support, and direction needed to meet and exceed sales goals and Key Performance Indicators (KPIs). This individual must have integrity, tenacity, humility, and a desire to pursue excellence. They must be an adaptable self-starter, have excellent communication skills, are detail-oriented, and can work well individually or as part of a team.

As a Team Lead, Business Development, you will:

• Individual Production
  
  
  
  • Own a personal book of target accounts and generate qualified pipeline for assigned Account Executives
  • Execute outbound prospecting through calls, email sequences, and social engagement
  • Qualify and follow up on inbound leads from marketing campaigns and web inquiries
  • Schedule qualified meetings for Account Executives from both inbound leads and outbound prospecting
  • Run discovery calls and qualify opportunities against SANS' ideal customer profile
  • Successfully engage CISOs, security directors, learning and development leaders, and other senior decision-makers
  • Model best practices on live calls to support team development
  
  
  
  
• Team Leadership
  
  
  
  • Design and iterate on outbound playbooks, inbound response workflows, and repeatable Go-To-Market sales plays
  • Ensure the team records all customer communication, pipeline, tasks, leads, and opportunities in Salesforce CRM
  • Participate in prospecting calls to support team development and reinforce best practices
  
  
  
  
• Cross-Functional Collaboration
  
  
  
  • Work closely with Account Executives to ensure lead quality standards and smooth handoff processes
  • Collaborate with marketing on campaign execution, lead routing, and messaging alignment
  • Partner with sales operations on pipeline reporting and process optimization
  • Share wins, losses, and learnings across the sales organization to accelerate collective growth
  • Develop strong cross-functional relationships to maximize the impact and effectiveness of the BD team
  • Travel to conferences, sales meetings, and team events as needed
    
  
  
  
  
• Perform other related duties as assigned.

What We're Looking For

Every SANS employee brings something unique. For this role, we're looking for candidates with:

• 3-5 years of experience in B2B sales development, business development, or inside sales
• Demonstrated ability to mentor, coach, or informally lead peers
• Fluent in sales systems and platforms (Salesforce, Salesloft, ZoomInfo, Sales Navigator, etc.)
• Track record of consistently meeting or exceeding individual quotas and pipeline targets
• Strong understanding of B2B sales processes, lead qualification methodologies, and pipeline management
• Ability to successfully communicate and collaborate via phone, email, and web-based tools in a hybrid environment
• Experience building and executing outbound prospecting strategies and plays
• Strong organizational skills and attention to detail
• Bachelor's degree from an accredited institution or equivalent experience
• Team player with excellent communication and interpersonal skills
  
• Unrestricted authorization to work in the USA; visa sponsorship is not available.

Preferred qualifications include:

• Experience in cybersecurity or technology sales
  

Benefits and Perks of Working at SANS

We're committed to fair and equitable compensation. The expected salary range for this position is $70,000 base + commission, depending on geographic location, skills, and experience. At SANS, pay equity and transparency are priorities.

We offer a comprehensive benefits package that supports your total well-being so you can be and deliver your best. This means caring for you and your loved ones' physical, financial, and mental health, as well as providing the flexibility you need to thrive personally and professionally:

• Financial Benefits: Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
• Health & Wellness: Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).
• Time Off & Flexibility: Generous paid time off, including volunteer time.
• Learning & Development: Access to professional development and SANS training opportunities.

Flexibility and Balance at SANS

We support our colleagues with the tools and flexibility they need to thrive, both professionally and personally. As a primarily remote work environment, we are committed to maintaining strong connections, collaboration, and a vibrant culture across virtual teams. While most roles operate remotely, some positions may require occasional in-person presence depending on role-specific or business needs.

SANS is an Equal Employment Opportunity Employer

SANS is proud to be an Equal Opportunity Employer. We do not discriminate based on race, color, sex, age, national origin, religion, sexual orientation, gender identity, veteran status, disability, or any other federal, state, or local protected class.

If, because of a medical condition or disability, you require a reasonable accommodation during the application process, or to perform the essential functions of a position, please contact SANS Human Resources.

US Job Seekers: Click here to view the "Know Your Rights" poster.

SANS complies with all applicable state and local laws regarding the consideration of applicants with arrest or conviction records. For positions governed by federal and/or state banking regulations, SANS will adhere to relevant requirements when evaluating candidates with criminal histories.

Employment eligibility in the United States is required. SANS does not provide visa sponsorship for this position.