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Opal Security is seeking a Business Development Representative to serve as a first point of contact for prospects, converting initial interest into qualified opportunities. You'll operate in an allbound model—managing inbound leads while executing targeted outbound campaigns across key accounts. The role emphasizes meaningful dialogue over volume, with a conversation-first sales philosophy.
Key Responsibilities:
- Partner with Account Executives to identify, research, and qualify high-potential opportunities
- Execute both inbound and outbound prospecting using modern sales tools and platforms
- Collaborate with the marketing team to refine messaging and positioning
- Maintain close alignment with the product team to develop deep expertise in Opal's identity and access governance solutions
- Represent Opal at industry events and conferences
- Experiment continuously with outreach strategies and build genuine relationships from first contact
- Own your territory and pipeline with the autonomy and accountability typically reserved for AEs
The company positions this role as a development track for future Account Executives, emphasizing account ownership, autonomy, and the opportunity to learn enterprise sales fundamentals.
Requirements:
- Natural storyteller with ability to uncover security and identity infrastructure challenges facing prospects
- Proficiency with modern sales tools: Nooks, Salesforce, LinkedIn Sales Navigator, ZoomInfo, Hockeystack
- Intellectual curiosity and ability to grasp complex identity infrastructure and enterprise security concepts
- Demonstrated grit, resilience, and empathy in customer interactions
- Self-directed ownership mentality; comfortable taking initiative without explicit direction
- Understanding of enterprise security, identity governance, and access management is a plus
