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Menlo Security is the leader in Browser Security for human and agentic workforces, protecting organizations from cyberattacks across the web, documents, and email. The company is trusted by Fortune 500 companies and government agencies and is backed by top-tier investors.
As Senior Business Development Representative for EMEA, you will be on the front line generating qualified pipeline across enterprise accounts throughout Europe, the Middle East, and Africa. Based in the UK, you will work across multiple countries, languages, and buying cultures, partnering closely with Field Sales and Menlo's EMEA channel ecosystem of distributors, resellers, and global system integrators.
Key responsibilities include:
- Prospect into EMEA enterprise accounts through cold calling and multi-channel outreach, qualifying leads and scheduling meetings with the sales team
- Own the most complex accounts in the territory, adapting outreach to the buying culture, language, and regulatory environment of each country
- Use AI tools to research accounts, prepare for calls, and draft tailored outbound messaging, applying your judgment for accuracy and regional context
- Deliver Menlo's pitch and technology story, tailoring it to specific prospect needs
- Manage and nurture leads end-to-end in Salesforce, using AI-generated call summaries and CRM enrichment to reduce administrative time
- Work with EMEA distributors, resellers, and system integrators alongside Field Sales to grow Target Account Program accounts
- Contribute proven sequences, messaging, and call approaches back to the BDR team and support newer teammates as they ramp
- Invite and schedule prospects for targeted Menlo field events across the region; some travel required
As a senior member of the team, you will take on the most complex target accounts, help shape the outbound playbooks the wider BDR team runs, and support newer teammates. You will use AI tools daily for account research, call preparation, and outreach drafting, allowing more time for real conversations with prospects.
Key outcomes owned include generating a consistent, growing flow of qualified EMEA enterprise pipeline and deep, well-nurtured engagement across the assigned EMEA target account list in partnership with Field Sales and channel partners.
Success metrics include qualified meetings booked and held per month, pipeline value sourced per quarter, lead-to-opportunity conversion rate in Salesforce, engagement coverage across Target Account Program accounts, prospect attendance sourced for targeted events and trade shows, and contribution to team ramp through outbound sequences and messaging.
REQUIREMENTS:
- 3+ years of business development or sales development experience within the IT industry and/or selling cybersecurity or SaaS products, with a proven track record in cold calling
- Professional fluency in English, both written and spoken
- Experience prospecting across multiple countries or markets, not a single-country patch
- Ability to understand technical information and explain it in simple, clear terms
- Proficiency with Salesforce for tracking meetings, opportunities, and prospect details
- Strong organization and time management skills
- Bachelor's degree or equivalent experience
- Existing right to work in the United Kingdom
- Willingness to travel occasionally within EMEA
PREFERRED:
- Cybersecurity industry background
- Additional language skills relevant to the region, particularly German or Arabic
- Familiarity with EMEA data protection and residency expectations (GDPR, UK GDPR) and how they shape security buying conversations
- Experience with prospecting and marketing automation tools such as Outreach.io, ZoomInfo, or LinkedIn Sales Navigator
- Experience using AI sales tools for account research, outreach personalization, or call summarization
- Knowledge of sales and marketing principles and strategies
- Experience working with distributors and resellers in a two-tier EMEA channel model
- Proficiency with Microsoft Office and Google Workspace
- Experience thriving in a fast-paced, high-growth environment with constant learning
