Business Development Representative - East

AI doesn't run in one place anymore. It runs in the browser tab, the desktop app, the agent your engineers kicked off, and the copilot embedded in the tools you already pay for. Harmonic Security governs all of it. Our AI Governance and Control (AIGC) platform sits on the device, inside the interaction, at the moment of action, reading what AI is actually doing (not just the traffic around it) and acting in under 200ms. Security teams get full visibility and control across every AI surface, including the agentic and MCP layer that traditional tools can't see. Their people get to innovate without guardrails slowing them down. We're gaining serious traction at the intersection of AI and cybersecurity, and backed by investors who know the space: N47, Ten Eleven Ventures, and In-Q-Tel. As AI adoption inside the enterprise accelerates, the ability to safely observe, control, and enforce policy in real time isn't a nice-to-have. It's mission-critical infrastructure. That's what we build. How We Work: AI-First by Design Harmonic exists to help enterprises adopt AI safely and at scale. We hold ourselves to that same standard. Everyone here actively uses AI tools to do their best work, from research and writing to building automated workflows. We expect every new hire to bring genuine curiosity for AI and a commitment to working smarter and faster with it. For some, this means staying open to new tools. For others, it means architecting new systems with AI at the core. We're transparent about expectations for every role, and we give you the tools and support to thrive. About The Team The GTM organization is on a mission to scale Harmonic, and marketing sits at the center of it. This role reports into the Director of Demand Generation and works hand in glove with our strategic sales team, the reps carrying our largest, most complex accounts. We're coming off wins against Fortune 10 companies, where we're now rolling out to millions of end users. That changes the game for how we market to the top of our list. These aren't accounts you win with a webinar invite and a nurture track. They take precision, creativity, and a marketer who treats a named list of accounts like their own book of business. About The Role This role exists because our most strategic accounts deserve marketing built specifically for them, not a scaled-down version of what we run everywhere else. You'll own account-based marketing for a curated set of top-tier prospects, partnering directly with the strategic sales team to open doors, build momentum, and drive pipeline inside the accounts that matter most. You'll orchestrate multi-channel plays across email (Instantly), LinkedIn (HeyReach), direct mail, events, and whatever creative idea earns a response from a hard-to-reach buyer. Some days you'll be building a sequence with a rep. Other days you'll be planning a dinner, shipping a physical mailer, or designing a play no one at Harmonic has tried yet. What makes this different is the story you get to tell. Harmonic gives the world's largest enterprises deep usage intelligence into how their people actually use AI, so they can drive their AI programs forward while keeping the guardrails in place. That's a message strategic buyers want to hear, and your job is to get it in front of the right person, at the right account, in a way they can't ignore. This is a hands-on, build-it role. If you want to set strategy and hand it off, this isn't it. The list is small, the stakes are high, and we need someone hungry enough to do the unscalable things that actually move a strategic account. What You'll Do Own account-based marketing for a curated set of strategic, top-tier prospects, working as a true partner to the strategic sales reps who cover them Build and run multi-channel account plays across email (Instantly), LinkedIn (HeyReach), direct mail, events, and creative one-off tactics tailored to individual accounts Turn Harmonic's story, deep AI usage intelligence with the guardrails enterprises need, into messaging that lands with senior security and business buyers Partner with sales on account selection, contact mapping, and the plays most likely to open and advance each account Plan and execute events, dinners, and field activities that get strategic buyers in the room Design and ship direct mail and physical touchpoints that break through where digital can't Track engagement and pipeline impact at the account level, and double down on what works Bring new creative ideas to the table constantly, and test them fast What You Bring 1-5 years of B2B marketing experience, ideally account-based marketing, demand gen, or field marketing in a startup or high-growth environment Hunger. You're proactive, resourceful, and you'd rather try five things this week than wait for the perfect plan Hands-on experience running outbound and multi-channel campaigns, and comfort in tools like Instantly, HeyReach, or similar A genuine partnership instinct with sales, you see reps as teammates, not internal customers Sharp writing and messaging judgment: you can take a technical story and make it land with a busy executive Creativity and a bias for action, especially the unscalable, memorable tactics that win strategic accounts An AI-native mindset: you use AI tools to move faster and you're actively experimenting with what's next Nice-to-have Experience marketing to enterprise or Fortune 500/Fortune 10 accounts Event and field marketing experience, from dinners to conferences Direct mail or creative physical campaign experience Familiarity with cybersecurity, AI, or another technical category HubSpot or similar CRM/marketing platform fluency (tool-agnostic candidates welcome: we care about judgment, not platform familiarity) You Might Be a Fit if You Treat a named list of accounts like it's your own business to win Get restless when a strategic account goes quiet, and do something creative about it Would rather send a handwritten note and a thoughtful gift than one more email blast Love working shoulder to shoulder with sales and measuring yourself on pipeline, not activity Find ambiguity energising: you're good at figuring out what should exist and making it exist Are actively building with AI tools, not waiting to see where things land Bring ideas no one asked for, then go run the experiment What Success Looks Like Within 30 days: you know your strategic account list cold, you've built strong working relationships with the reps who cover them, and you have your first plays live Within 90 days: multi-channel account plays are running across email, LinkedIn, and at least one creative or field tactic, and you're generating measurable engagement inside target accounts Within 6 months: you own strategic ABM end to end, you've driven meetings and pipeline inside top-tier accounts, and sales sees you as essential to how they win their biggest deals Why Join Us This isn't just a job, it's a chance to help define a category, and to build this chapter of the story from its first page. We're building at the intersection of AI and security, where the rules haven't been written yet, and the people who join now will write them. Recognized momentum: named to Rising in Cyber 2026, a signal the market is taking notice Rare market opportunity: join early in a category-defining company shaping how enterprises tackle one of tech's biggest unsolved problems Competitive pay and meaningful equity: a real stake in Harmonic's success, not a token gesture Comprehensive benefits: 401K, generous PTO A small, high-trust team: transparency, creativity, continuous learning, no politics, no bureaucracy Thoughtful leadership that cares about your growth, not just your output Annual global off-sites: past trips include Lisbon and Nashville Real ownership: you'll shape a new part of the company from day one Location Based in New York City. This is a hybrid role, with a mix of in-person and remote work. Harmonic's Core Values Flourish in the Unknown We embrace new, unfamiliar situations that require initiative and rapid decision-making. We orient ourselves quickly and deliver results with minimal guidance. Never Full We raise our hands, take on challenges, and assist others whenever possible. We hunger for opportunities to learn and do more. Perfect Harmony We support one another to create cohesion and unity. We collaborate openly, share feedback honestly, and help everyone produce their best work. Compensation Range: $93K - $108K #J-18808-Ljbffr Harmonic Security