Senior Business Development Representative

About the role

This position is central to generating new business opportunities within the public sector. You will be responsible for identifying and engaging potential clients, understanding their security needs, and connecting them with our sales team. Your work will directly contribute to expanding our presence in government and public organizations.

Key facts

What you'll do

• Reach out to public sector organizations through various communication methods to identify potential clients and set up introductory meetings.
• Utilize artificial intelligence tools to research target accounts, prepare for conversations, and draft personalized outreach messages, ensuring accuracy and relevance to public sector contexts.
• Clearly articulate Menlo Security's value proposition and technology solutions, adapting your message to the specific requirements of each prospect.
• Manage and nurture leads within Salesforce, tracking progress and ensuring timely follow-up, with AI-assisted summaries reducing administrative tasks.
• Collaborate with channel partners, resellers, and system integrators to broaden our reach into federal, state, and local government entities.
• Support strategic account development initiatives by working closely with field sales to cultivate relationships.
• Coordinate invitations and scheduling for prospects to attend Menlo Security events, with occasional travel required.

Requirements

• 1-3 years of experience in business development or sales development within the IT sector, specifically with cybersecurity or SaaS products, demonstrating success in cold outreach.
• Ability to grasp technical concepts and explain them in an easily understandable manner.
• Proficiency in using Salesforce for managing leads, meetings, and prospect information.
• Excellent organizational and time management capabilities.
• A bachelor's degree or equivalent practical experience.
• Readiness for occasional business travel.

Nice to have

• Prior experience in the cybersecurity industry.
• Familiarity with public sector agencies, their procurement processes, and contract vehicles.
• Experience with prospecting and marketing automation platforms such as Outreach.io, ZoomInfo, or LinkedIn Sales Navigator.
• Previous use of AI sales tools for account research, outreach personalization, or call summarization.
• Understanding of sales and marketing principles.
• Proficiency with Microsoft Office and Google Workspace.
• Experience succeeding in a dynamic, rapidly growing work environment that encourages continuous learning.

Skills & tools

• Salesforce
• AI Sales Tools
• Outreach.io (preferred)
• ZoomInfo (preferred)
• LinkedIn Sales Navigator (preferred)
• Microsoft Office
• Google Workspace

Practical notes

• All employees are eligible for stock-based compensation grants, awarded based on company and individual performance.
• Menlo Security does not accept unsolicited resumes from external recruiters. Fees will not be paid for candidates submitted without a prior agreement.