Position Summary:
We are seeking a highly motivated Business Development Representative (BDR) to drive pipeline growth for our Customer Identity and Access Management (CIAM) solutions. The BDR will be responsible for identifying, qualifying, and nurturing new business opportunities within government, municipal, education, healthcare, and enterprise organizations.
The ideal candidate is a proactive hunter with experience in SaaS sales, cybersecurity, identity management, or enterprise software. This role works closely with Account Executives, Solution Engineers, Marketing, and Channel Partners to generate qualified opportunities and accelerate revenue growth.
Key Responsibilities:
- Generate new business opportunities through outbound prospecting activities including cold calling, email campaigns, LinkedIn outreach, networking, and events.
- Research and identify target accounts, stakeholders, and decision-makers.
- Qualify leads using established sales methodologies (MEDDICC, BANT, SPICED, etc.).
- Schedule discovery meetings and product demonstrations for Account Executives.
- Build and manage a healthy pipeline of qualified opportunities.
- Collaborate with Marketing on lead-generation campaigns and follow-up activities.
- Maintain accurate prospect and opportunity records in CRM.
- Participate in industry events, conferences, webinars, and trade shows.
- Develop a strong understanding of CIAM, identity verification, digital identity, authentication, and access management solutions.
- Monitor market trends, competitor activities, and emerging cybersecurity requirements.
- Work closely with channel partners and resellers to identify joint sales opportunities.
Required Qualifications:
- 2+ years of experience in SaaS, cybersecurity, enterprise software, or technology sales.
- Proven success in outbound prospecting and lead generation.
- Strong communication and presentation skills.
- Experience using CRM platforms such as Salesforce, HubSpot, or Microsoft Dynamics.
- Ability to manage multiple priorities in a fast-paced environment.
- Self-motivated with a strong desire to exceed targets.
Preferred Qualifications:
- Experience selling or supporting:
- CIAM solutions
- Identity Verification (IDV)
- IAM/SSO/MFA platforms
- Cybersecurity solutions
- Government technology solutions
- Familiarity with:
- OAuth 2.0
- OpenID Connect (OIDC)
- SAML
- MFA and Passwordless Authentication
- Digital Credentials and Verifiable Credentials
- Experience selling into public sector, municipalities, higher education, healthcare, or financial services.
Performance Metrics:
- Qualified Opportunities Created
- Sales Accepted Opportunities (SAOs)
- Meetings Booked
- Pipeline Generated
- Opportunity-to-Close Conversion Rate
- Revenue Influenced
- Activity Metrics (Calls, Emails, LinkedIn Outreach)
Typical Buyers You'll Engage:
- CIOs
- CISOs
- Digital Transformation Leaders
- IT Directors
- Identity & Security Architects
- Customer Experience Leaders
- Municipal Clerks
- Government Digital Service Teams
- Enterprise Security Teams
This role will be remote.
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