Business Development Representative
Job description
About the role
Partnership with account executives sharpens how prospects view identity and access governance challenges. Dialogue with the right people converts curiosity into real interest and builds pipeline for the organization. The role blends inbound responsiveness with targeted outbound while developing the next generation of account owners.
Sales roles connect a company's product with the customers who need it. Representatives research accounts, run demos, handle objections, and close deals. The work is quota driven and moves quickly. Strong sellers combine listening skills with product knowledge and steady follow through. Sales roles reward consistent activity and honest qualification of deals. Most companies use a defined sales process, and reps are trained on it before being left on their own.
Key facts
What you'll do
Partnership with account executives uncovers and qualifies strong opportunities while clarifying buyer needs for specific identity and access governance problems. Collaboration with marketing sharpens messaging so prospects clearly see how Opal solves identity and access challenges.
Deep product understanding comes from close work with product teams and ongoing attention to the product roadmap and its direction. Representation at events, thoughtful outreach experiments, and trust built from the first touchpoint create real relationships with prospects.
Requirements
A degree is required for this role to ensure foundational knowledge for the position. Natural storytelling uncovers security problems that keep prospects up at night and clearly shows how Opal solves them.
Comfort with modern sales tools such as Nooks, Salesforce, LinkedIn Sales Navigator, ZoomInfo, and Hockeystack lets you act efficiently in daily workflows. Intellectual curiosity helps you quickly master complex identity infrastructure and enterprise security challenges faced by prospects.
Grit, resilience, and empathy shape every interaction with potential customers, while ownership means acting without waiting for instructions. Details Practical notes
The role is based in San Francisco and requires a degree for consideration. You will use specified sales tools such as CRMs and outreach platforms, and operate with account ownership in all engagements.
Typical interview steps
Sales hiring often includes a role play, a discovery call simulation, and a presentation. Candidates may be asked to pitch a product to a panel or handle a tough objection. Behavioral questions focus on past quota attainment and deal history. Energy and preparation matter. Interviewers often simulate the job in the interview itself, so be ready to run a short discovery call or demo. Practicing your own sales pitch out loud helps.
Good to know
This role focuses on conversation-led sales motions within identity and security markets. Tools like CRMs and outreach platforms support daily work and help organize customer interactions. Success depends on curiosity, empathy, and disciplined follow-through in complex enterprise environments. Clear communication of security problems and solutions defines effectiveness in this position.
Questions to ask
Good questions to ask the employer in the interview: what does success look like in the first six months, how is the team structured, what is the current biggest challenge, and how are decisions made. Asking about growth paths and the review process is also well received. Employers expect questions, and good ones show preparation.
Career growth
Sales careers can move from SDR or associate to account executive, senior AE, manager, and director roles. Some sellers move into partnerships, account management, or revenue operations. Compensation typically mixes a base with commission tied to results. High performers in sales typically move into larger accounts, team leadership, or sales operations. Quota history and references carry the most weight in promotion.
About the company
Security: At Opal, we're building modern identity governance for the AI era - intelligent access management that empowers enterprises to move fast while staying secure. Our mission is to bring clarity, control, and confidence to complex enterprise environments, helping teams govern access without slowing down innovation.