Business Development Representative (BDR)

Business Development Representative (BDR)

Department: Sales
Reports To: VP of Sales
Location: Remote

Overview

We are seeking a motivated and results-driven Business Development Representative (BDR) responsible for generating new business opportunities, building a strong sales pipeline, and driving early-stage client engagement.

This role is focused on outbound prospecting, pipeline generation, and advancing opportunities through the sales process. The BDR will identify cybersecurity needs, coordinate discovery conversations, and support the delivery of proposals and solutions.

The position is highly activity-driven and metric-focused, with success measured by pipeline growth, discovery meetings, proposals delivered, and closed revenue.

Our sales strategy focuses primarily on two core offerings:

• Cybersecurity Assessments
• Managed Security Services (MSSP)

Revenue Model

The role is designed to support a $2,000,000 annual new business target based on the following service mix:

Service Mix

• 60% Assessments
• 40% MSSP Services
• Assessments: Average account value of $18,401
• MSSP: Average account value of $60,000

Close Rates & Ramp

• MSSP Close Rate: 53%
• Ramp Time: Approximately 90 days before full productivity
• Production Window: Roughly 9 months of full selling activity per year

These metrics guide the activity and pipeline expectations necessary to achieve revenue goals.

Key Responsibilities

• Conduct high-volume outbound prospecting through phone calls, email campaigns, and LinkedIn outreach.
• Make daily outbound calls to prospective clients from targeted lead lists.
• Build and maintain a pipeline of 100–200 active leads across approximately 50 target accounts.
• Identify qualified opportunities and convert Marketing Qualified Leads (MQLs) into Sales Qualified Leads (SQLs).

Sales Process Execution

• Schedule and conduct discovery calls to identify cybersecurity risks and client needs.
• Coordinate follow-up meetings and sales presentations with internal technical experts.
• Present solutions and proposals to prospective clients.
• Submit quotes and proposal requests through the CRM platform.
• Guide prospects through the defined pipeline stages until close.
• Maintain accurate CRM records including contact details, activity logs, meeting notes, and next steps.
• Document all outreach and communications with prospects.
• Manage pipeline progression through the defined stages:
  • MQL (suspects)
  • SQL (leads)
  • Discovery Call
  • Alignment Meeting
  • Presentation
  • Proposal Sent
  • Close and Onboard

Account Growth & Strategic Reviews

• Support periodic strategic reviews with clients to uncover additional opportunities.
• Identify upsell opportunities and contribute to increasing monthly recurring revenue (MRR) per account.
• Assist in expanding service adoption within existing accounts.
• Stay informed on cybersecurity industry trends and competitor activity.
• Identify emerging opportunities within the target market.
• Attend weekly sales meetings and report on pipeline progress and activity metrics.
• Collaborate with technical team to align solutions with client needs.
• Maintain responsiveness across internal communication channels.

Performance Expectations

Successful BDRs consistently maintain a strong pipeline and demonstrate measurable weekly performance.

Typical performance indicators include:

• High outbound activity (calls, emails, and LinkedIn outreach)
• Multiple discovery meetings scheduled weekly
• Qualified opportunities progressing through pipeline stages
• Delivery of quotes and proposals to prospective clients

Qualifications

Required

• 5+ years of experience in business development, lead generation, or sales
• Strong phone presence and confidence with cold outreach
• Experience using CRM platforms (Pipedrive or similar)
• Excellent communication and organizational skills
• Self-motivated and comfortable working with measurable performance targets

Preferred

• Experience selling cybersecurity, IT services, or managed services
• Familiarity with MSSP offerings, penetration testing, or security assessments
• Proven track record of meeting or exceeding sales goals