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Veeam, following its acquisition of Securiti AI (the leader in AI-powered data security posture management), is hiring 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:
1. Generate Demand: Work inbound and marketing-sourced leads (demo requests, event leads, campaign responses). Generate new demand 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.
2. Qualify Properly: Apply structured PACCT qualification frameworks to assess fit, readiness, and urgency. Qualify for value as well as fit—understand budget, scope, and problem size before advancing opportunities. Record meeting outcomes honestly.
3. Convert Meetings into Pipeline: Convert qualified meetings into pipeline opportunities. Own the handover to Sales Specialists, ensuring actionable intelligence is documented in Salesforce. Stay engaged after handover to support early discovery and keep opportunities moving.
4. Partner with Sales and Marketing: Work with Sales Specialists to agree on target accounts and shape outbound plans. Build genuine partnership on live opportunities. Manage marketing-sourced leads to agreed standards. Provide structured feedback on lead quality, events, and campaigns.
5. Maintain Accurate Records: Log every meeting outcome within 24 hours and link each opportunity to its originating meeting. Maintain accurate records of account activity and qualification in Salesforce.
6. Continuous Growth: Stay current on industry trends and competitive landscape; seek feedback to improve continuously.
Success Metrics: Qualified meetings held with clear next steps; meeting-to-opportunity conversion rate within 30 days; pipeline created against monthly targets; CRM accuracy.
Requirements:
- Minimum 2 years as a Business Development Representative, Sales Development Representative, or related pipeline-generation role
- Track record of converting meetings into qualified opportunities, not just booking them
- Resilience and persistence; ability to treat objections as information
- Excellent written and verbal communication with strong listening skills and adaptability
- Genuine curiosity about buyers and their business context
- Self-starter with strong organizational skills and CRM discipline
- Confidence working alongside Sales Specialists and Marketing teams
- Advanced English proficiency (C1/C2 level)
- Exposure to data security, AI governance, data privacy, or compliance markets (preferred)
- Experience with Salesforce and research tools (preferred)
- Previous technology or SaaS experience (preferred)
- Comfort with AI-assisted productivity tools (preferred)
- Knowledge of account-based marketing and sales strategies (preferred)
