Business Development Representative, West

Business Development Representative
The Business Development Representative (BDR) plays a central role in building qualified pipeline through AI-driven outbound. This role blends strategic intent analysis with modern AI‑powered research, personalization, and automation to generate meaningful conversations with target accounts, not just volume, across an assigned territory and named account list. This position sits at the intersection of Marketing, Sales, Partners, and Operations. The ideal candidate understands how intent signals, buyer behavior data, and strategic timing unlock opportunities that matter, and thrives in a fast‑moving environment where owning a workflow, identifying high‑value targets independently, and creating thoughtful, conversion‑ready outreach are core to success.

We're looking for someone who:

Brings a self‑starter mindset with an entrepreneurial, strategic approach to pipeline development

Leads with a team‑first mentality, knowing the best results come from collaboration across Marketing, Sales, and Operations

Is energized by quality pipeline creation and precision outbound that drives real engagement

Balances strategic account‑based research with programmatic outreach cadences, consistently prioritizing signal over volume and account penetration over activity metrics

Leverages AI tools (including Claude Cowork, intent platforms, and automation) for research, analysis, personalization, content drafting, workflow optimization, and productivity

Partners closely with Demand Generation teammates to coordinate campaigns, event follow‑up, and outbound execution

Seeks opportunities to optimize workflows, automate repeatable tasks, and increase speed‑to‑lead

Thinks buyer‑first: researching pain points, industry context, and business timing before reaching out

Owns the metrics that matter: engagement quality, response rates, meeting quality, and pipeline influence

This is an excellent opportunity for someone looking to contribute to a fast‑growing cybersecurity company, deepen their understanding of buyer psychology and security operations, and build a strong foundation in data‑driven marketing and sales enablement.

What You Will Be Doing?
Strategic Outbound & Pipeline Generation

Design and execute precision outbound sequences using email, LinkedIn, and targeted calls, informed by intent data, firmographics, and behavioral signals

Research and prioritize target accounts using a blend of AI‑driven insights, technographic data, recent news, and security incidents (breaches, vulnerability patterns, hiring trends)

Build account‑level playbooks that identify buyer personas, pain points, and strategic timing windows rather than relying on generic blast sequences

Partner with Sales to identify target accounts, co‑develop account penetration plans, and validate messaging resonance with target personas

Intent Analysis & Signal‑Based Targeting

Analyze and interpret intent signals (6sense, ZoomInfo, firmographic shifts, security events) to identify high‑confidence buying moments

Build custom audience segments based on multi‑signal analysis (intent + industry + company size + recent security news + competitive triggers)

Document signal patterns and engagement outcomes to continuously refine targeting and timing assumptions

Share prospect and market insights with Marketing leadership to influence campaign positioning, messaging, and ICP refinement

AI‑Powered Research & Personalization

Use Claude and AI tools to conduct rapid, in‑depth company and persona research prior to outreach

Generate personalized talk tracks, objection‑handling frameworks, and email variations tailored to industry, company stage, and buyer role

Develop first‑pass email copy, LinkedIn messaging, and call scripts that demonstrate genuine buyer knowledge and strategic relevance

Build reusable Claude prompts and workflows for account research, competitive analysis, and persona development

Campaign & Event Coordination

Collaborate with Demand Generation teammates to co‑build and execute outreach around campaigns, webinars, events, and competitive takeout plays

Own 100% follow‑up on inbound and event leads with speed and precision, ensuring timely routing and adherence to meeting SLA expectations

Drive registrations and attendance for partner‑led events (Microsoft, VARs, MSSPs) and support post‑event conversions

Document engagement patterns from campaigns and events to inform targeting and messaging strategies

Workflow Automation & Continuous Optimization

Build and refine Claude Agents to automate research tasks: monitoring breach incidents, tracking competitive moves, identifying intent signals, and surfacing account triggers

Create reusable workflows within Groove/Clari for account penetration sequences, meeting‑request cadences, and event follow‑up

Maintain and continuously test templates, talk tracks, and snippets to improve response rates and engagement quality

Document best practices, conversion patterns, and outreach learnings for team adoption and ongoing optimization

Data & Analytics

Log all outbound and event activities accurately in Salesforce to maintain clean lead, contact, and account data hygiene

Analyze engagement metrics (open rates, reply rates, response sentiment, meeting conversion) to assess messaging quality and target relevance

Track leading indicators: accounts researched, sequences launched, conversations initiated, and pipeline influenced

Provide weekly updates on outbound activity, engagement quality, pipeline creation, and key learnings

Collaboration & Stakeholder Support

Work with Account Executives and channel partners to understand territory priorities and identify expansion and new logo opportunities

Support Sales with research, talk tracks, and strategy documents for target accounts

Partner with Marketing Operations and Demand Generation on execution, data quality, and feedback loops

Share prospect intelligence and market trends with Marketing leadership to influence strategy and positioning

What You Will Bring?
Required Qualifications:

2+ years of experience in a BDR, SDR, inside sales, demand generation, or related lead generation role

Demonstrated success building targeted outbound workflows and generating qualified meetings

Experience using Claude or similar AI tools for content generation, research, sequencing, and workflow efficiency

Strong ability to stay organized, self‑directed, and independently prioritize daily execution against strategic goals

Proficiency with Salesforce, 6sense, Groove/Clari, LinkedIn Sales Navigator, and B2B intent tools

Excellent communication skills clear, concise writing, strong verbal presence, and the ability to personalize messaging for different buyer personas

High attention to detail with the ability to analyze performance data and adjust strategy based on results and learnings

A genuine appetite to learn cybersecurity, MDR, security operations, competitive landscapes, and buyer pain points

Collaborative mindset with an eagerness to learn and genuine curiosity about how buyers think, operate, and make decisions

Preferred Qualifications

Bachelor's degree in business, sales, marketing, or a related field

Experience in B2B cybersecurity, adjacent industries, or SaaS environments

Background working in partner‑led sales environments (Microsoft, VARs, MSSPs, or similar ecosystems)

Familiarity with account‑based marketing (ABM) initiatives and execution

Experience with intent data platforms, technographic analysis, or firmographic segmentation

Track record of building and optimizing workflows, templates, and automation comfort with a build‑test‑refine approach

Understanding of marketing and pipeline metrics (CAC, pipeline influence, engagement benchmarks)

What does our Compensation and Benefits package entail?

Competitive salary with bonus potential

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