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BetterCloud is the market leader in SaaS Operations, helping IT professionals automate processes and policies across cloud application portfolios. The company serves thousands of organizations including Global Payments and DraftKings, and is recognized by Gartner and Forrester as the category leader.
This is a dedicated outbound sales development role focused on prospecting into IT and security leaders. You will research target accounts, identify decision-makers, and set up qualified meetings for the sales team. The role emphasizes AI-driven prospecting—using AI tools for account research, list-building, lead scoring, and message personalization at scale.
You will prospect across three interconnected governance areas: AI Governance (shadow AI tools, ungoverned copilots, data exposure), SaaS Governance (redundant apps, orphaned accounts, access over-provisioning, wasted spend), and Cloud Governance (misconfigurations, identity risk, compliance drift). The underlying thesis is that AI, SaaS, and cloud sprawl represent the same problem: too many tools and identities with insufficient visibility and control.
Key responsibilities include owning outbound prospecting via cold calls, email, LinkedIn, and video; running consultative conversations with senior executives; designing and testing outbound plays with your Sales Director; hitting monthly qualified meeting targets; maintaining data integrity in Salesforce; and continuously experimenting with AI tooling to improve targeting and conversion.
You should have 2–4 years of outbound sales development or prospecting experience in B2B SaaS, demonstrated fluency building or using AI tools in real workflows, strong prospecting instincts, ability to hold high-level conversations with senior executives, and a quantitative track record of quota performance. Nice-to-haves include experience selling to IT/security buyers, familiarity with SaaS management/IAM/cloud security concepts, hands-on experience with Salesforce and sales-engagement platforms, and experience wiring AI tools into sales stacks.
