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Veeam Software, the Data and AI Trust Company, is seeking a Business Development Representative to drive growth in its data security posture management (DSPM) business following the acquisition of Securiti AI. You will generate new demand and build qualified pipeline through both self-generated outbound outreach and inbound leads from marketing, running discovery conversations that produce genuinely qualified opportunities and staying with them until they are established with a Sales Specialist.
Key Responsibilities:
**Generate Demand:** Work inbound and marketing-sourced leads including demo requests, event leads, and campaign responses. Generate new demand through targeted outbound outreach using calls, emails, Apollo, and LinkedIn Sales Navigator. Research prospects to uncover business context and pain points, using AI-enabled tools to prioritize accounts most likely to convert.
**Qualify Properly:** Apply structured PACCT qualification frameworks to assess fit, readiness, and urgency. Qualify for value as well as fit—understand budget, scope, and the size of the problem before advancing an opportunity. Record meeting outcomes honestly, with a logged meeting representing a commitment to convert it.
**Convert Meetings into Pipeline:** Convert qualified meetings into pipeline opportunities. Own the handover to the Sales Specialist, ensuring actionable intelligence is documented in Salesforce. Stay engaged after handover to support early discovery, help secure the next meeting, and keep the opportunity moving.
**Partner with Sales Specialists and Marketing:** Work with Sales Specialists to agree on target accounts and shape the outbound plan for your patch. Build genuine partnership on live opportunities by briefing thoroughly, agreeing on next steps, and keeping the specialist informed as the opportunity develops. Provide feedback to marketing on lead quality and campaign performance.
Veeam protects over 550,000 customers worldwide and is headquartered in Seattle with offices in more than 30 countries. The company is built for the convergence of identity, data, security, and AI risk.
**Requirements:** The posting does not explicitly state years of experience, education, or specific certifications required for this role.
