Business Development Representative

About the role

This position is designed for an ambitious Business Development Representative who already understands the fundamentals of outbound sales and is prepared to take on greater ownership within a fast-moving security and compliance organization. In this capacity, you will own the creation of qualified pipeline for our Upper Mid-Market segment by executing targeted outbound campaigns, cold calling, multi-touch email and LinkedIn sequencing, and social selling initiatives. You will work in close collaboration with Marketing and Account Executives to research accounts, interpret buying signals, and craft relevant first conversations with senior stakeholders. The role demands energy, structure, curiosity, and resilience as you continuously refine the methods used to identify, engage, and convert high-potential prospects. For strong performers, this role provides a clear development path into broader commercial responsibilities and future opportunities to move into Account Executive positions.

Key facts

What you'll do

• Create qualified pipeline for our Upper Mid-Market segment through structured outbound prospecting, cold calling, email, LinkedIn, social selling and other creative engagement tactics.
• Execute marketing-owned outbound and ABM motions, including targeted account research, multi-touch sequencing and personalised outreach.
• Use tools such as Gong Engage, Salesforce and other sales technologies to manage sequences, track activity, improve messaging and prioritise the right accounts.
• Research target accounts, understand buying signals and create relevant first conversations with senior stakeholders.
• Qualify opportunities based on fit, urgency, business need and buying potential, then work closely with Account Executives to ensure a high-quality handover.
• Act as a trusted first point of contact for prospective customers by clearly articulating DataGuard's value proposition and business impact.
• Bring your own initiative to pipeline creation, testing new messaging, account angles and prospecting approaches where you see opportunity.
• Maintain accurate activity, account and pipeline data in Salesforce, using insights to improve prioritisation and performance.
• Collaborate closely with Marketing, Sales, Revenue Operations and Enablement to improve outbound strategy, messaging, conversion and feedback loops.
• Support the evaluation of new tools and methodologies that enhance efficiency, quality, and consistency in outbound activities.
• Contribute feedback from early conversations to refine positioning, messaging, and qualification criteria for the Upper Mid-Market segment.
• Assist in the coordination of demos, proof-of-concept trials, and next steps that move opportunities forward in a structured way.
• Track competitor activity and market trends that may influence how we approach target accounts and tailor our value proposition.
• Demonstrate ownership of a full pipeline from initial outreach to closed-won or closed-lost status with transparent reporting.

Requirements

• 9-15 months' experience in a BDR, SDR, Inside Sales or similar customer-facing sales role, ideally in B2B SaaS.
• A strong understanding of outbound fundamentals, including cold calling, email sequencing, account research, objection handling and qualification.
• Confidence engaging with decision-makers and creating meaningful first conversations.
• Strong written and verbal communication skills in German and English.
• A structured, organized working style with the ability to manage multiple accounts, sequences and priorities.
• Commercial curiosity and the ability to understand business challenges, not just book meetings.
• Resilience, accountability and a strong drive to achieve ambitious targets.
• Comfort using sales tools, CRM systems and modern outbound technologies to improve productivity and quality.
• Interest in Security, Compliance, SaaS and AI-enabled sales approaches.
• A clear ambition to grow into broader commercial roles, including Account Executive responsibilities over time.
• Commitment to following documented sales processes and accurately reflecting activities in our systems.
• Willingness to adhere to the company code of conduct and represent DataGuard professionally in all interactions.
• Ability to work within the defined operational guidelines regarding hours, location, and tool usage.

Nice to have

• Prior experience working in a Security, Compliance, or RegTech environment.
• Familiarity with AI-enabled sales tools and how they can enhance outreach at scale.
• Experience with account-based marketing (ABM) methodologies and stakeholder mapping.
• Knowledge of GDPR, data protection, and related compliance frameworks.
• Background in an Upper Mid-Market sales context, balancing volume and complexity.

Practical notes

• This is a full-time position based in Munich.
• The role requires adherence to defined working hours as set by operational guidelines.
• Travel requirements are limited and will be defined in coordination with team leadership.
• Candidates must meet all eligibility and hard bar requirements as stated in the job description.
• No additional compensation details are provided in the source material.
• The opportunity is open to candidates who align with the mission of protecting the people behind the data.