Business Development Representative

About the role

You own the foundational pipeline generation for the EMEA region by acting as the initial point of human contact with prospective business customers, ensuring every interaction reflects the Yubico brand promise. You will rigorously qualify inbound and outbound opportunities using established frameworks to determine fit, need, and urgency before passing high-quality leads to the sales leadership team. This role demands a high level of ownership over the daily health of the sales funnel, where your analysis and discipline directly influence the conversion rate of interest into booked meetings. You are the guardian of the sales process, enforcing data integrity within Salesforce so that forecasting is accurate and reliable for the entire organization. Operating under the philosophy of Speed with Integrity, you will balance aggressive target attainment with ethical communication and compliance in every outreach effort. You will collaborate closely with marketing to provide feedback from the field, helping refine messaging and positioning for the AI and post-quantum security narrative. Ultimately, your work ensures that the complex value of hardware-backed identity protection is clearly articulated and accessible to a global audience.

Key facts

What you'll do

Conduct proactive outbound campaigns via email and social channels to surface latent demand for Yubico's identity security solutions.

Integrate daily with the Salesforce CRM to maintain pristine account, lead, and opportunity records that support accurate forecasting.

Qualify technical and executive stakeholders to uncover security pain points, compliance requirements, and budget authority within target organizations.

Coordinate complex demo and proof-of-concept requests, aligning internal subject matter experts to showcase YubiKey value effectively.

Monitor competitor landscapes and articulate the distinct advantages of open standards and hardware-backed authentication in RFPs and negotiations.

Generate and distribute weekly performance dashboards that track key metrics such as contact volume, conversion rates, and pipeline velocity.

Develop deep vertical expertise in sectors like finance, healthcare, and technology to tailor messaging around regulatory drivers and risk mitigation.

Maintain an up-to-date repository of competitive intelligence to inform sales discussions and refine the value proposition of YubiKey products.

Partner with Customer Success to identify expansion opportunities within existing customer accounts through targeted upsell initiatives.

Leverage marketing assets and battle-tested playbooks to ensure all messaging aligns with the Yubico brand promise and go-to-market strategy.

Perform detailed data analysis on source activities to identify trends, optimize touchpoints, and improve the efficiency of sales outreach.

Represent Yubico at industry virtual events and webinars, engaging with technical communities interested in passwordless and strong authentication.

Maintain meticulous records of all customer interactions to ensure seamless handoffs to the Account Executive team for progression.

Act as a subject matter expert on Yubico policies, procedures, and security best practices, ensuring consistent application across all engagements.

Requirements

Must reside in Stockholm, Sweden, and be authorized to work without sponsorship in the country of residence.

Must possess the right to live and work in Sweden without requiring sponsorship from Yubico for any type of visa or permit.

Must have a proven track record of exceeding quotas in a previous sales or business development role.

Must demonstrate exceptional written and verbal communication skills in English to engage with global stakeholders.

Must be highly proficient in Salesforce or similar CRM platforms for managing complex sales pipelines.

Must exhibit strong time management and organizational abilities to handle a high volume of tasks in a fast-paced environment.

Must have a history of analyzing data to drive actionable insights and adjust strategies accordingly.

Must be comfortable working independently with a high degree of self-motivation and discipline.

Nice to have

Experience with identity security, authentication protocols, or cybersecurity product sales.

Familiarity with API security, multi-factor authentication, or enterprise software deployment lifecycles.

Experience working with startups or scale-ups in the technology sector.

Practical notes

This is a full-time position based in Stockholm, Sweden.

Visa sponsorship is not available as the role requires the right to work in Sweden without company support.