Business Development Representative

Fortreum•Leesburg, VA

28d•$40,000 - $50,000

About The Position

Fortreum is a trusted leader in cloud and cybersecurity services, ranked in the Top 5 FedRAMP Third Party Assessment Organizations (3PAO). We provide independent, third-party and vendor-agnostic regulatory assessment and advisory services, coupled with advanced cybersecurity offensive and compliance technical services to our clients. Our comprehensive service portfolio includes regulatory compliance (FedRAMP, FISMA, SOC, ISO, HIPAA, CMMC, PCI) and technical security services (Penetration Testing, Red Teaming, Social Engineering, Attack Surface Analysis and others). Working with Fortune 500 companies and leading cloud service providers, we've built our reputation on our service-delivery excellence and unwavering commitment to client success. Our rapid growth creates exceptional opportunities for driven professionals to make their mark in the cybersecurity industry with a focus on our core values: Quality matters most Customer-driven mindset Autonomy to do your job Personal accountability/stewardship The Opportunity On our team, you will have the opportunity to work with industry-leading experts who've supported the world's biggest cloud providers. This position offers an exciting opportunity for a motivated individual to contribute to the growth and success of Fortreum. You'll gain invaluable experience, expand your skill set, and play a pivotal role in Fortreum's growth story. The Business Development Representative (BDR) will be responsible for meticulously generating high-quality, Sales Accepted Leads (SALs) through targeted outbound demand generation activities. This role focuses on identifying opportunities within cybersecurity compliance, audits, assessments, technical testing, and advisory services. The BDR will be a crucial partner to our Account Executives, directly contributing to the achievement of company sales goals and the cultivation of a robust, qualified sales pipeline.

Requirements

1-2 years of B2B outbound prospecting and lead generation experience, preferably in technology or cybersecurity, with proven track record of meeting pipeline generation targets
Exceptional listening skills with ability to ask probing questions, uncover pain points through discovery conversations, and engage C-level executives (CISOs, IT Directors) using a consultative approach rather than pitching
Hands-on experience with Salesforce CRM, LinkedIn Sales Navigator, and sales intelligence tools for prospect research, lead management, and activity tracking
Strong qualification skills using structured methodologies to identify decision-makers, pain points, and buying processes while maintaining detailed prospect documentation
Demonstrated ability to manage high-volume daily outreach activities, systematic follow-up sequences, and collaborate effectively with Account Executives and marketing teams
Strong written and verbal communication skills with ability to conduct in-depth prospect research and develop compelling, persona-specific messaging for cybersecurity professionals

Nice To Haves

Experience in cybersecurity, compliance, or technology services industries
Familiarity with cybersecurity frameworks (SOC 2, PCI DSS, CMMC, NIST)
Understanding of B2B sales methodologies (MEDDIC, BANT, etc.)
Experience with Salesforce CRM and sales engagement platforms

Responsibilities

Execute strategic outbound campaigns via email and phone, targeting key prospects within Fortreum’s Target Markets.
Conduct in-depth research to build comprehensive prospect lists using LinkedIn Sales Navigator, Salesforce, and other intelligence tools.
Develop and iterate compelling talk tracks and messaging tailored to specific persona challenges (e.g., CISOs, IT Directors, Compliance Managers, ISSOs, ISSMs, Product Managers).
Engage prospects in meaningful conversations, uncovering their critical cybersecurity compliance challenges and technical security needs.
Qualify prospects rigorously by identifying their specific pain points, understanding the prospect decision makers and their buying process. This qualification ensures alignment with our internal SAL criteria.
Successfully schedule and coordinate qualified discovery meetings for Account Executives, providing comprehensive context.
Research, document, and meticulously track all inbound leads from various sources (web forms, events, referrals) within Salesforce.
Conduct initial qualification calls to assess strategic fit, urgency, and interest level.
Build detailed customer profiles in Salesforce, documenting key insights including articulated pain, potential metrics, economic buyer, and known decision criteria/process.
Execute timely, professional, and well-documented handoffs of SALs to Account Executives, ensuring a seamless transition.
Actively support marketing-driven campaigns and ensure timely follow-up on event registrations and content downloads.
Maintain consistent and high-volume daily outreach activities and systematic follow-up sequences.
Collaborate closely with assigned Account Executives to align on target accounts, strategic messaging, and pipeline development strategies.
Provide actionable market intelligence and prospect feedback to continuously inform and refine our sales and marketing strategies.
Serve as a proactive contributor to the sales team, supporting the achievement of quarterly and annual revenue goals by consistently delivering qualified pipeline.