Business Development Representative, West

Business Development RepresentativeThe 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 developmentLeads with a team-first mentality, knowing the best results come from collaboration across Marketing, Sales, and OperationsIs energized by quality pipeline creation and precision outbound that drives real engagementBalances strategic account-based research with programmatic outreach cadences, consistently prioritizing signal over volume and account penetration over activity metricsLeverages AI tools (including Claude Cowork, intent platforms, and automation) for research, analysis, personalization, content drafting, workflow optimization, and productivityPartners closely with Demand Generation teammates to coordinate campaigns, event follow-up, and outbound executionSeeks opportunities to optimize workflows, automate repeatable tasks, and increase speed-to-leadThinks buyer-first: researching pain points, industry context, and business timing before reaching outOwns the metrics that matter: engagement quality, response rates, meeting quality, and pipeline influenceThis 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 GenerationDesign and execute precision outbound sequences using email, LinkedIn, and targeted calls, informed by intent data, firmographics, and behavioral signalsResearch 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 sequencesPartner with Sales to identify target accounts, co-develop account penetration plans, and validate messaging resonance with target personasIntent Analysis & Signal-Based TargetingAnalyze and interpret intent signals (6sense, ZoomInfo, firmographic shifts, security events) to identify high-confidence buying momentsBuild 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 assumptionsShare prospect and market insights with Marketing leadership to influence campaign positioning, messaging, and ICP refinementAI-Powered Research & PersonalizationUse Claude and AI tools to conduct rapid, in-depth company and persona research prior to outreachGenerate personalized talk tracks, objection-handling frameworks, and email variations tailored to industry, company stage, and buyer roleDevelop first-pass email copy, LinkedIn messaging, and call scripts that demonstrate genuine buyer knowledge and strategic relevanceBuild reusable Claude prompts and workflows for account research, competitive analysis, and persona developmentCampaign & Event CoordinationCollaborate with Demand Generation teammates to co-build and execute outreach around campaigns, webinars, events, and competitive takeout playsOwn 100% follow-up on inbound and event leads with speed and precision, ensuring timely routing and adherence to meeting SLA expectationsDrive registrations and attendance for partner-led events (Microsoft, VARs, MSSPs) and support post-event conversionsDocument engagement patterns from campaigns and events to inform targeting and messaging strategiesWorkflow Automation & Continuous OptimizationBuild and refine Claude Agents to automate research tasks: monitoring breach incidents, tracking competitive moves, identifying intent signals, and surfacing account triggersCreate reusable workflows within Groove/Clari for account penetration sequences, meeting-request cadences, and event follow-upMaintain and continuously test templates, talk tracks, and snippets to improve response rates and engagement qualityDocument best practices, conversion patterns, and outreach learnings for team adoption and ongoing optimizationData & AnalyticsLog all outbound and event activities accurately in Salesforce to maintain clean lead, contact, and account data hygieneAnalyze engagement metrics (open rates, reply rates, response sentiment, meeting conversion) to assess messaging quality and target relevanceTrack leading indicators: accounts researched, sequences launched, conversations initiated, and pipeline influencedProvide weekly updates on outbound activity, engagement quality, pipeline creation, and key learningsCollaboration & Stakeholder SupportWork with Account Executives and channel partners to understand territory priorities and identify expansion and new logo opportunitiesSupport Sales with research, talk tracks, and strategy documents for target accountsPartner with Marketing Operations and Demand Generation on execution, data quality, and feedback loopsShare 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 roleDemonstrated success building targeted outbound workflows and generating qualified meetingsExperience using Claude or similar AI tools for content generation, research, sequencing, and workflow efficiencyStrong ability to stay organized, self-directed, and independently prioritize daily execution against strategic goalsProficiency with Salesforce, 6sense, Groove/Clari, LinkedIn Sales Navigator, and B2B intent toolsExcellent communication skills

clear, concise writing, strong verbal presence, and the ability to personalize messaging for different buyer personasHigh attention to detail with the ability to analyze performance data and adjust strategy based on results and learningsA genuine appetite to learn cybersecurity, MDR, security operations, competitive landscapes, and buyer pain pointsCollaborative mindset with an eagerness to learn and genuine curiosity about how buyers think, operate, and make decisionsPreferred QualificationsBachelor's degree in business, sales, marketing, or a related fieldExperience in B2B cybersecurity, adjacent industries, or SaaS environmentsBackground working in partner-led sales environments (Microsoft, VARs, MSSPs, or similar ecosystems)Familiarity with account-based marketing (ABM) initiatives and executionExperience with intent data platforms, technographic analysis, or firmographic segmentationTrack record of building and optimizing workflows, templates, and automation

comfort with a build-test-refine approachUnderstanding of marketing and pipeline metrics (CAC, pipeline influence, engagement benchmarks) What It's Like Working HereImagine a dynamic, enjoyable, and rewarding work environment. We are professionals, and the work we do holds immense significance, like saving our customers from potential disasters. However, we believe in not taking ourselves too seriously.Prefer a casual dress code every day? No problem, as we find comfort enhances our thinking.Our workplace in Plano, TX offers open offices, collaborative meeting spaces, phone rooms, and wellness rooms. In the breakroom, friendly competition arises with games like ping-pong, bubble hockey machine, foosball, or the gaming machine. What harm does a little healthy competition among friends do? What does our Compensation and Benefits package entail? Competitive salary with bonus potentialComprehensive health benefits with generous employer contributions for medical, dental, and visionAdditional Ancillary