Business Development Representative, West

What You Will Be Doing Strategic Outbound & Pipeline Generation 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 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 Intent Analysis & Signal-Based Targeting Analyze and interpret intent signals 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 AI-Powered Research & Personalization Use 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 prompts and workflows for account research, competitive analysis, and persona development Campaign & Event Coordination Collaborate with Demand Generation to co-build and execute outreach around campaigns, webinars, events, and competitive takeout plays Own 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 and support post-event conversions Document engagement patterns from campaigns and events to inform targeting and messaging strategies Workflow Automation & Continuous Optimization Build and refine AI agents to automate research tasks and surface account triggers Create reusable workflows for account penetration sequences, meeting-request cadences, and event follow-up Maintain and test templates, talk tracks, and snippets to improve response rates and engagement quality Document best practices, conversion patterns, and outreach learnings for team adoption Data & Analytics Log all outbound and event activities accurately in Salesforce to maintain clean data Analyze engagement metrics 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 Collaboration & Stakeholder Support Work with Account Executives and channel partners to understand territory priorities and identify expansion 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 What You Will Bring Required Qualifications 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 A genuine appetite to learn cybersecurity, MDR, security operations, and buyer pain points Collaborative mindset with an eagerness to learn and genuine curiosity about how buyers think and decide Preferred Qualifications 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 Understanding of marketing and pipeline metrics (CAC, pipeline influence, engagement benchmarks) Note on Applications Please note that Critical Start will never request financial information or sensitive personal data during the interview process. If you encounter any suspicious requests, do not respond and contact us directly at View email address on click.appcast.io. EEO Statement Critical Start welcomes people from all backgrounds and upholds equal employment opportunities for all employees and applicants. This policy encompasses all aspects of employment and prohibits discrimination or harassment based on protected characteristics or any other characteristic protected by applicable law. #J-18808-Ljbffr