Business Development Representative

Picus; Italia; Remote; EUR 42,000 - 65,000; Full time

Job summary

Picus Security is seeking a Business Development Representative for Europe to build a qualified pipeline for Account Executives across the region. You will convert inbound demand, run signal-based outbound into priority accounts, and design repeatable prospecting processes using Apollo, Clay, and Salesforce.

You will sit in Sales Operations, collaborate with Account Executives, Marketing, and channel partners, and your success is measured by sales-sourced qualified pipeline and meeting targets.

Qualifications

• Minimum 2+ years as a BDR/SDR in cybersecurity sales.
• Exceptional written and verbal communication with personalized outreach.
• Explain technical concepts in business terms.
• Proven prospecting and meeting-booking track record.
• Experience using AI and GTM tools daily.

Responsibilities

• Articulate Picus value and tailor it to prospects.
• Respond to inbound leads, qualify fit, and book meetings.
• Outbound into priority accounts using signals.
• Develop knowledge of target verticals and ICP accounts.
• Identify security leadership and gather initial requirements.
• Multi-channel outreach via email, phone, LinkedIn; test variations.
• Drive attendance for webinars and conferences; book meetings.
• Hit targets for meetings, pipeline, and KPIs.
• Design and improve prospecting processes across GTM tools.
• Build target accounts and contact lists with clean data.
• Set up enrichment workflows to surface buying signals.
• Replace repetitive steps with repeatable workflows.
• Own daily task list and timely follow-ups.
• Regular reviews with Account Executives on progress.
• Track engagement and re-engage as signals appear.
• Collaborate with Sales and Marketing on campaigns.
• Support Account Executives through the sales cycle.
• Keep Salesforce data accurate for visibility.
• Work with channel partners on joint prospecting.

Skills

BDR/SDR experience

Cybersecurity vendor

Strong communication

Explain technical concepts

Internal coordination

Prospecting success

AI tools

GTM tools

Task management

Independent & team

English fluency

Tools

Claude

Apollo

Clay

HubSpot

Cognism

Job description

Are you passionate about technology and enjoy explaining complex solutions in a way that everybody gets excited? If so, read on!

About Picus

Picus Security is an exposure validation company. One platform proves what attackers can exploit and what your defenses stop, turning every exposure into a defensible decision, autonomously and at the machine speed today's AI threats demand.

Picus validates attack surfaces, exposures, and security controls as one continuous loop: validate, decide, fix, re-validate. Instead of ranking findings by severity score, Picus proves which exposures are genuinely exploitable in your environment, including the business-critical, restricted, and air-gapped assets a live exploit can never safely touch, so teams act on what truly matters and resolve each exposure into a clear call to patch, mitigate, monitor, or accept with evidence.

The Picus Platform spans Autonomous Penetration Testing, Exposure Validation, and Breach and Attack Simulation, unified by Picus Swarm, a swarm of AI agents that runs the whole validation loop continuously. It reaches across on-prem, hybrid cloud, and endpoint environments, with 75+ integrations that ingest from scanners like Tenable and Wiz and operationalize through your EDR, SIEM, firewall, and ticketing tools.

The pioneer of Breach and Attack Simulation, Picus proves and improves the security controls you already own, doubling control effectiveness within three months. Picus holds a 95% recommendation rate, 4.9 on G2, and 4.8 on Gartner Peer Insights, and is the #1 Leader on Frost Radar for Automated Security Validation.

About The Role

As a Business Development Representative for Europe, you will create a qualified pipeline for our Account Executives across the region. You will convert inbound demand, run signal-based outbound into priority accounts, and build the prospecting processes that make this repeatable.

This role suits someone who enjoys both the conversation and the system behind it. You will use Apollo, Clay, and Salesforce not only to prospect but to design how prospecting works: how lists are built, how accounts are enriched and prioritized, and how every follow-up gets done.You will sit in Sales Operations and work closely with Account Executives, Marketing, and channel partners. Your primary measure of success is sales-sourced qualified pipeline.

What You'll Do

• Articulate Picus's value proposition clearly and tailor it to each prospect's needs
• Respond to inbound leads quickly, qualify fit and intent, educate interested prospects at the right time, and book meetings with Account Executives
• Run signal-based outbound into priority accounts, triggered by events such as breaches, new security leadership, regulatory changes and tooling shifts
• Build deep knowledge of our target verticals and ICP accounts
• Identify key players across security leadership, SOC, detection engineering and threat intelligence teams, and gather initial business requirements
• Run personalized, multi-channel outreach across email, phone and LinkedIn, and use A/B testing to improve results
• Drive attendance for webinars, seminars and conferences, and book meetings around them
• Hit agreed targets for qualified meetings, pipeline and KPIs
• Design, document and improve prospecting processes across GTM tools from list building and enrichment to prioritization, routing and sequencing
• Build and maintain target account and contact lists, keeping data accurate and complete
• Set up enrichment workflows that surface buying signals automatically and feed them into outreach
• Replace manual, repetitive steps with repeatable workflows the wider team can reuse
• Own a disciplined daily task list so every follow-up, sequence step and handover happens on time
• Hold regular reviews with each Account Executive on target account progress, open opportunities and next steps
• Track engagement across your target account list and re-engage accounts as new signals appear
• Collaborate with Sales and Marketing on campaign and account strategy
• Support Account Executives through the sales cycle to help close deals
• Keep Salesforce activity and qualification data accurate so pipeline is visible and forecastable
• Work with channel partners on joint prospecting where relevant

What You Bring

• 2+ years as a BDR or SDR at a cybersecurity vendor, selling to security buyers
• Exceptional written and verbal communication: you write concise, personalized outreach that gets replies, handle objections confidently on the phone, and listen well enough to uncover real pain points
• Comfort explaining technical concepts in business terms
• Clear internal communication: you hand off meetings to AEs with crisp context and keep stakeholders informed without being chased
• Demonstrated success in prospecting, including booking qualified meetings with enterprise prospects through outbound
• Hands-on experience with AI and GTM tools such as Claude, Apollo and Clay etc. using them daily for research, enrichment, personalization and workflow automation and document it so others can follow
• Strong task management: you run your day from a clear task list and nothing falls through the cracks
• Self-motivated, with a strong work ethic and high integrity
• Able to work independently and as part of a team in a fast‑paced environment
• Fluency in English

Nice to Have

• Familiarity with security controls and frameworks such as EDR, SIEM and MITRE ATT&CK
• Understanding of exposure management, CTEM or security validation
• Comfort with spreadsheets and no-code automation for processing and routing data
• Experience with HubSpot, Cognism or other data providers
• Experience covering multiple European countries or working with channel partners
• Fluency in an additional European language (Spanish, Italian, French or German) is a plus.

Working at Picus

Fascinating work - a chance to shape and lead an exciting, fast-growing cyber security segment. Security Validation is a concept that helps organizations evaluate their security posture in a continuous, automated, and repeatable way. This approach allows for the identification of imminent threats, provides recommended actions, and produces valuable metrics about cyber-risk levels.

Unlimited opportunity! We are growing. At Picus, you'll be provided with as much responsibility as you can handle - new career development opportunities constantly arise given our rate of growth.

Global exposure - Get a lot of experience working not only in a fast-growing startup but also interact with customers all around the world.

Be part of a global remote team who is taking on Exposure Validation and a growing market segment.

We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, sex, race, color, national origin, religious belief, gender or gender reassignment, sexual orientation, marriage or civil partnership, pregnancy and maternity, disability, protected veteran status, or any other characteristic protected by International law. Upon conditional offer of employment, candidates are required to complete reference and identity checks in line with local labor laws and as per the Company’s employment policy.