Business Development Representative

Who you are

• This role is built for someone who thrives on the fundamentals of outbound: researching accounts, building multi-touch sequences, and picking up the phone
• Fluency in English and German is required to effectively prospect into DACH-region accounts alongside the rest of the EMEA territory
• Fluent in English and German (written and verbal); additional European languages a plus
• Prior BDR/SDR, sales, or outbound prospecting experience preferred; strong outbound work ethic and coachability matter more than years of experience
• Comfortable with structured, highly-personalized outbound activity (calls, emails, social) and account-based targeting
• AI-proficient — uses AI tools to research accounts and personalize outreach efficiently
• Familiar with Salesforce and standard sales engagement tooling, or able to ramp quickly
• Interest in security or developer-tooling space is a plus, not required

What the job involves

• The Business Development Representative, EMEA is responsible for generating qualified pipeline across a defined EMEA territory through disciplined, highly-personalized outbound prospecting
• This role works closely with Revenue Marketing's account-based marketing (ABM) programs, using target account lists and intent signals to prioritize outreach, and partners with EMEA Sales to ensure a steady flow of productive meetings that convert into pipeline
• Outbound Prospecting:
• Execute highly-personalized outbound prospecting across a defined EMEA territory, with particular focus on DACH-region accounts requiring German-language outreach
• Build and run multi-channel, multi-touch sequences (email, phone, LinkedIn) tailored to security and developer buyer personas — CISOs, AppSec leaders, and engineering leadership
• Research target accounts thoroughly before outreach: org structure, tech stack signals, trigger events, and relevant stakeholders
• Consistently deliver productive meetings (booked and occurred) against monthly and quarterly targets
• Target Account & ABM Execution:
• Work from curated target account lists provided by Revenue Marketing, prioritizing outreach based on account tier, intent data, and campaign engagement
• Coordinate outbound timing and messaging with active ABM campaigns so outreach reinforces (rather than duplicates or contradicts) marketing touches
• Provide feedback to Revenue Marketing on account list quality, messaging resonance, and signal accuracy to continuously improve targeting
• Lead Qualification:
• Qualify inbound and marketing-sourced leads (MQLs) promptly and accurately, ensuring clean hand-off to the appropriate AE
• Maintain accurate, up-to-date activity and disposition records in Salesforce
• Collaboration:
• Partner with EMEA AEs on account strategy and meeting hand-off quality
• Work with the BDR Team Lead on territory planning and prioritization
• What Awesome Looks Like:
• A territory that's worked systematically against a prioritized target account list — not random or reactive
• Outreach that reflects real account research, not generic templates
• Consistent, disciplined activity that translates into productive meetings, quarter over quarter

Benefits

• Share options
• Parental leave
• Unlimited paid time off
• Personal & professional development
• Warrior referral program
• Work from home package
• Social events
• Flexible work environment
• Healthy snacks and good coffee
• Health and well-being program