Business Development Representative (BDR)

Careers / Marketing Sales and Field Engineering

Business Development Representative (BDR)

The primary responsibility for the role is to generate pipeline through hands-on prospecting activities to identify influencers and key decision-makers within Enterprise accounts. We’re looking for driven, resourceful, organized and technically curious people who embrace a team-first attitude and demonstrate ownership. This is a unique opportunity for an energetic self-starter to join a growing organization with significant potential for career development and growth. While our company is growing sustainably, we still have a lot of building and improving to do. This is a great team to join, whether you’re just starting your career or looking to pivot into the tech industry. You’ll have managers and teammates that care deeply about you as a professional and human, and you will learn more than you thought possible.

RESPONSIBILITIES:

In this role, you will balance reactive and proactive work, responding to inbound inquiries as well as outreaching to target accounts.

  • Utilize cold-calling, email and social selling methodologies to execute a cadence of outreach steps to convert leads into qualified meetings/ opportunities
  • Identify new prospects and strategically initiate outreach through outbound methodologies to develop net new business leads and qualified pipeline.
  • Demonstrate expertise in the Gurucul suite of products, the markets we serve, and our ideal customer profile.
  • Identify needs, articulate the value proposition and align solution with prospects pain points.
  • Qualify leads from marketing campaigns to with the goal of converting them into qualified sales opportunities and viable pipeline for the company.
  • Partner with field sales organization to develop account mapping and prospecting plan.
  • Partner with marketing and sales to execute account-based marketing techniques, outreach campaigns to leads, trade show prospects and other campaigns.
  • Partner with marketing and leadership to proactively execute experiments and ‘A/B testing’ of cold outbound messaging and tactics that work to convert leads to meetings.
  • Nurture, develop and use a relational approach with prospects not ready to take the next step by executing long-term outreach campaigns.
  • Build and maintain knowledge of our technology, competitors and industry trends
  • Demonstrate timeline and efficient lead follow up of leads to convert leads to opportunities.
  • Proactively partner/ follow up and collaborate with field account executives to keep salesforce up to date.
  • Adopt and execute creative methodologies for video-based prospecting (Ex: Vidyard video prospecting/ LinkedIn In-mail video prospecting etc).
  • Use research and data to prioritize and customize outreach to target prospects and accounts via email and LinkedIn
  • Use Salesforce and Gurucul dashboards for lead and account management and research including ensuring salesforce is up to date.
  • Drive effective discovery conversations to understand users’ needs and goals in to provide them the appropriate resources and communicate how Gurucul can help them
  • Identify client needs and suggest appropriate products/services and value proposition.
  • Proactively utilize reactive methodologies to accelerate pipeline conversions.
  • Report to the Business Development Manager on (weekly/monthly/quarterly) sale results.
  • Stay up to date with new products/services and new pricing/payment plans.
  • Initiate and schedule Discovery and Demo meetings to connect prospects and quota carrying account executives.
  • Meet daily/ weekly KPIs and metrics for Calls, emails to schedule appointments for demos, qualified pipeline.
  • Set up meetings or calls between (prospective) clients and Account Executives and consistently meet new business opportunity and pipeline targets.
  • Collaborate with cross-functional teams such as marketing, field enterprise sales team, sales leadership and others to win as a team.

WHO YOU ARE:

  • 2+ years of experience in business development, sales, or account management, ideally within the cybersecurity/ SIEM industry.
  • Proven ability to develop new relationships, acquire new accounts, and close deals.
  • Strong understanding of the market, industry trends, and customer needs.
  • Utilize resourcefulness and a “detective mindset” to craft thoughtful, value-added messaging.
  • Ability to use AI as a tool to constantly improve your productivity.
  • Demonstrate confidence to conduct and close business conversations on the phone and/or in person at tradeshows, prospect meetings, etc.
  • Exceptional planning and organizational skills.
  • Ability to communicate business value effectively and present tailored solutions to potential clients.
  • Ability and willingness to use video-based prospecting (Ex: Vidyard, LinkedIn video in-mail messaging) etc. to leverage social-selling skills and generate responses.
  • Experience working with cross-functional teams and building partner ecosystems.
  • Excellent communication and negotiation skills, with the ability to engage top management and drive strategy.
  • Open to feedback and coaching, always looking for ways to improve
  • Clear and concise written and verbal communication style
  • Excellent organizational skills and the ability to prioritize many tasks and demands
  • Willingness and ability to take on any task – no matter how small or big – with a focus on quality
  • Resourceful and proactive in an environment that is constantly evolving
  • Driven by purpose and by winning with a team-first attitude

WHAT WE OFFER:

  • $50,000 – $65,000 / year + commissions
  • Gurucul offers a competitive compensation package, including medical, dental, vision, and life insurance, EAP, 401K, Paid Time Off, and paid Holidays

LOCATION:

  • Open to remote within the United States

SUBMISSION INSTRUCTIONS:

Please send resumes to jobs@gurucul.com for consideration.