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Oak is an AI-native Identity Operating System backed by a $60M seed round from Greylock, Accel, and CRV. The company is reimagining enterprise Identity and Access Management (IAM) for a world where identities span human users, machines, and AI agents—moving beyond legacy point solutions to a unified platform that answers "who has access to what, right now."
As Oak's first Senior Business Development Representative in North America, you will lead pipeline generation into Fortune 1000 enterprise accounts. This is a senior, independent seat reporting to the Head of Sales Development, based in New York. You will own strategic outbound prospecting, account mapping, and coordination with Account Executives across the US, while representing Oak at industry events.
Key responsibilities:
- Generate pipeline through high-impact outbound (cold calling, email, LinkedIn) targeting Identity Practitioners and security leaders across the identity attack surface.
- Own and strategically map target accounts, identify buying committees, map existing identity stacks, and identify trigger events to tailor outreach to IAM, IGA, or NHI-specific challenges.
- Collaborate with Account Executives to prioritize accounts and coordinate multi-threaded outreach.
- Convert inbound interest into qualified pipeline with clear, well-documented handoff context.
- Partner with GTM stakeholders on events and partnerships; represent Oak at industry conferences with regular travel.
- Use AI tools (especially Claude) daily for account research, call prep, and messaging precision.
- Track activity and results in HubSpot, consistently meet or exceed sales metrics, and report pipeline performance and market feedback to inform positioning.
- Operate with full ownership and accountability: daily stand-ups, written manager updates, and responsibility for pipeline targets.
The role starts remote and transitions to hybrid as the New York office opens.
REQUIREMENTS:
- Minimum 2–3 years in cybersecurity business development with senior-level ownership, ideally in identity security (IAM, IGA, or PAM), and maturity to operate independently.
- Proven track record breaking into Fortune 1000 accounts through deliberate account mapping and multi-threading across buying committees (not just inbound lead handling).
- Outbound-first instinct with demonstrated history of cold calling into strategic accounts; ideally, at least one deal personally sourced and opened from a cold call.
- Ability to engage both Identity Practitioners and CISOs, flexing conversations from hands-on identity governance pain to executive-level risk and ROI.
- Fluency with parallel dialers and sustained high-volume outbound calling as a core daily motion.
- Practical, everyday use of AI tools (Claude in particular) for research, messaging, and prospecting efficiency.
- Consistent history of hitting or exceeding pipeline and activity targets.
- Experience working with Israeli high-tech teams and a remote-work track record with strong time management and self-discipline.
- Willingness to travel for an events-heavy motion.
NICE TO HAVE:
- Hands-on experience with Outreach, Nooks, and HubSpot; ability to build and optimize multi-touch sequences from day one.
- Background in partner or channel sales with experience sourcing and co-selling pipeline alongside technology or reseller partners.
- Experience planning and executing events, conferences, field events, and executive dinners as a pipeline generation channel.
- Working knowledge of Identity Governance (IGA) domain, including access reviews, identity lifecycle, and the broader identity attack surface.
- Familiarity with Non-Human Identities (NHIs) and AI agents as an emerging category within identity security.
