Business Development Representative, West

Critical Start

2d•$70,000 - $80,000•Remote

About The Position

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. 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.

Requirements

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

Nice To Haves

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)

Responsibilities

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
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
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
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
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
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
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

Benefits

Competitive salary with bonus potential
Comprehensive health benefits with generous employer contributions for medical, dental, and vision
Additional Ancillary Benefits offered at 100% employee contribution
Unlimited PTO (Paid Time Off) policy
Paid Parental and Military Leave
Dental and Vision Plan
Employer-provided Life Insurance, Long-Term Disability, and Short-Term Disability coverage
Additional Voluntary Life Insurance coverage
401(k) Plan with Matching Program
Mines Employee Assistance Program
Monthly Wellness Initiatives
Optional Pet Benefits Discount Plan