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Veeam, following its acquisition of Securiti AI (a leader in AI-powered data security posture management), is seeking Business Development Representatives to drive growth in this innovative business unit. You will generate new demand and build qualified pipeline, working both self-generated outbound and inbound demand from marketing.
Key Responsibilities:
- Generate demand by working inbound and marketing-sourced leads (demo requests, event leads, campaign responses) and through targeted outbound outreach via calls, emails, Apollo, and LinkedIn Sales Navigator
- Research prospects to uncover business context and pain points using AI-enabled tools to prioritize high-conversion accounts
- Apply structured PACCT qualification frameworks to assess fit, readiness, urgency, budget, scope, and problem size
- Convert qualified meetings into pipeline opportunities and own the handover to Sales Specialists with actionable intelligence documented in Salesforce
- Stay engaged after handover to support early discovery, help secure next meetings, and keep opportunities moving
- Partner with Sales Specialists and Marketing to agree on target accounts, shape outbound plans, and provide structured feedback on lead quality and campaign effectiveness
- Maintain accurate CRM records, logging every meeting outcome within 24 hours and linking opportunities to their originating meetings
- Stay current on industry trends, competitive landscape, and seek feedback for continuous improvement
Success Metrics:
- Quality of pipeline created (monthly targets reviewed with manager)
- Qualified meetings held with clear next steps
- Meeting-to-opportunity conversion rate within 30 days
- Pipeline created against monthly ACV targets
- CRM accuracy and record maintenance
Required Qualifications:
- Minimum 2 years as a Business Development Representative, Sales Development Representative, or related pipeline-generation role
- Track record of converting meetings into qualified opportunities
- Resilience and persistence in handling objections
- Excellent written and verbal communication with strong listening skills
- Genuine curiosity about buyers and their business context
- Self-starter with strong organizational skills and CRM discipline
- Advanced English proficiency (C1/C2 level)
- Exposure to data security, AI governance, data privacy, or compliance markets
- Experience with Salesforce and research tools
- Background in technology or SaaS
- Comfort with AI-assisted productivity tools
- Knowledge of account-based marketing and sales strategies
