Enterprise Business Development Representative - West

Responsibilities

• Drive enterprise account strategy — Work alongside AEs to map target accounts and identify the right entry points across security, platform, and engineering teams.
• Run thoughtful, technical outbound — Craft highly personalized outreach that resonates with developers, DevOps, and security leaders — no generic sequences.
• Understand how modern infrastructure works — Research how companies build and ship software (containers, CI/CD, cloud environments) to make your outreach relevant and credible.
• Lead meaningful early conversations — Qualify opportunities by understanding technical context, risk posture, and business priorities.
• Build real pipeline, not just meetings — Focus on creating opportunities that move forward — quality over quantity.
• Act as an extension of the AE — Collaborate on account plans, messaging, and deal progression.
• Use tools intelligently — Leverage Salesforce, Outreach/Salesloft, and data tools to execute efficiently — but never at the expense of quality.
• Continuously improve the motion — Test messaging, share insights, and help refine how we engage the market.
• Be a feedback loop to the business — Bring insights from conversations back to marketing and product — especially what resonates (or doesn’t) with technical buyers.

Requirements

• 1–3+ years as a BDR/SDR, ideally working with mid-market or enterprise accounts.
• Proven ability to generate pipeline through outbound (not just inbound qualification).
• Experience engaging multiple stakeholders within technical or complex organizations.
• Strong writing skills — especially in crafting personalized, relevant outreach.
• Curious and motivated to learn how modern software and security actually work.
• Comfortable navigating ambiguity and building your own approach.
• Experience with Salesforce, Outreach/Salesloft, or similar tools.
• Track record of hitting or exceeding pipeline targets.

Compensation

$100,000 OTE