Business Development Executive

SANS Institute • Greenwood Village, CO

15d • $65,000 - $70,000 • Hybrid

About The Position

We are seeking a Business Development Executive (BDE) to join our Business Development - Enterprise Sales team. This role plays a key part in driving SANS Institute’s outbound sales and lead generation strategy. This role focuses on identifying, qualifying, and nurturing enterprise-level prospects and advancing them through the marketing and sales pipeline to deliver high-quality, actionable leads to Sales partners.
The ideal candidate is highly organized, consultative, and results-driven, with the ability to confidently articulate SANS products and services, uncover customer challenges, and propose practical solutions. Building strong relationships with enterprise prospects is central to this role, supported by exceptional communication skills and a disciplined, strategic approach to outreach and pipeline management.

Requirements

• 7+ years of enterprise and executive-level sales experience (10+ years strongly preferred).
• Proven track record of consistently exceeding sales targets with a strong commitment to client outcomes.
• High ethical standards and professionalism, with the ability to represent both personal and organizational brand effectively.
• Exceptional written, verbal, and presentation skills.
• Experience managing multiple strategic accounts and prioritizing efforts based on revenue potential.
• Strong organizational and time-management skills, with the ability to work independently in a matrixed, geographically distributed environment.
• Proactive, self-motivated approach to identifying and cultivating new business opportunities.
• Strong technical aptitude, including proficiency with Microsoft Office and Salesforce (CRM).
• Working knowledge of basic contracting principles to support negotiations and agreements.
• Collaborative team player with a positive, professional attitude.
• Unrestricted authorization to work in the USA; visa sponsorship is not available.

Nice To Haves

• 2+ year’s experience in Cyber sales market; 5+ years highly preferred
• Demonstrated experience in overachieving quota, large enterprise account management and new business pursuit, maintenance and growth of recurring revenue, while expanding new revenue streams
• Experience increasing portfolio adoption, targeting and gaining audience with key decision makers and connecting client challenges and needs to solutions
• Ability to be a business-minded and strategic thinker, informing the art of the possible in support of mutually advantageous business objectives

Responsibilities

• Generate and qualify enterprise leads through inbound follow-up and outbound prospecting efforts.
• Build and maintain relationships with prospects by nurturing warm leads and identifying new sales opportunities.
• Manage and maintain a pipeline of qualified prospects, engaging Enterprise Sales Executives for next steps.
• Follow up on inbound marketing leads and assess qualification, delivering appropriate information at each stage of the buyer journey.
• Educate and develop prospects through a consultative approach, leading to effective handoff to Enterprise and Regional Sales teams.
• Participate in customer discovery and consultative sales calls to identify business needs and recommend relevant SANS courses and certifications.
• Profile and research enterprise accounts in collaboration with Senior Sales teams to identify key stakeholders and business requirements.
• Set appointments for Regional Sales teams once leads reach qualified status.
• Drive attendance for webinars, live seminars, and trade events, and schedule meetings associated with these activities.
• Collaborate closely with Sales and Marketing teams on campaign execution and strategic sales initiatives.
• Maintain accurate and up-to-date activity, lead, pipeline, and opportunity data within Salesforce CRM.
• Conduct post-training customer outreach to identify new opportunities and support upsell efforts in partnership with Sales teams.
• Utilize sales intelligence and prospecting tools to identify and refine target accounts.
• Provide weekly reporting to management on lead activity and pipeline status.
• Perform other related duties as assigned.

Benefits

• 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.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed