Business Development Representative

Mimecast; Lexington (MA); Hybrid; USD 60,000 - 90,000; Full time

Job summary

Mimecast in Lexington, MA is seeking a Business Development Representative to drive outbound outreach, qualify leads, and nurture opportunities across the sales funnel. You will work with partners, conduct needs analysis, and present Mimecast solutions to secure qualified meetings for Account Executives.

The role emphasizes a sales-driven mindset, strong communication, and teamwork with Marketing and Channel Partners. A hybrid work setup and uncapped growth potential are offered.

Qualifications

• Sales-driven mindset and track record of exceeding targets.
• Strong communication skills to engage prospects and articulate value propositions.
• Resilience and adaptability to pivot messaging.
• Tech familiarity with sales tools and CRMs.
• Organized, multi-tasking with attention to detail.
• Analytical skills for needs analysis and qualification.
• Willingness to learn about product developments and markets.
• Collaborative to work with Sales, Marketing, and Partners.

Responsibilities

• Engage prospects with high-volume outreach via calls, emails, and social channels.
• Lead qualification and follow-up on marketing-generated leads.
• Collaborate with reseller partners to uncover opportunities.
• Profile accounts and identify decision-makers and pain points.
• Conduct needs analysis and map to Mimecast solutions.
• Pitch Mimecast value to secure meetings and hand off to AEs.
• Maintain a robust pipeline and accurate CRM logging.
• Schedule qualified meetings with sales reps to advance opportunities.
• Stay updated on industry trends and product developments.
• Coordinate with cross-functional teams for smooth lead handoff.

Skills

Sales mindset

Strong communication

Resilience & adaptability

Tech-savvy

Organized & detail-oriented

Analytical skills

Continuous learning

Collaboration skills

Tools

LinkedIn Sales Navigator

CRM systems

Marketing automation

Job description

At Mimecast, we're redefining cybersecurity and leading the charge in human risk management. We protect businesses from evolving threats, and you'll be at the forefront. Every customer you bring on board builds something bigger - for them, for us, for our communities, and for your career. Simply put - when we grow, you grow. We set you up to win. Top-tier enablement, smart coaching, and real insights mean you'll smash quotas, not just hit them. You get the tools and knowledge to sell with confidence. Your career path? It's yours to shape. Compelling commission, clear progression, and chances to lead, specialize, or pivot - you decide what's next. Here, success isn't just about the deals you close. It's about your progress, your influence, your impact. Ready to push boundaries and accelerate your career? Let's make it happen.

What You'll Do

This role has a hybrid schedule and is based in our Lexington, MA office.

As a BDR, you'll be at the forefront of our sales efforts, helping organizations understand the value of Mimecast's solutions. Here’s what your day-to-day will look like:

• Engage with Prospects: Conduct high-volume outreach through cold calls, emails, and social media to identify and qualify leads.
• Lead Qualification: Follow up on marketing-generated leads to assess fit and potential for Mimecast's solutions.
• Collaborate with Partners: Work closely with reseller partners to uncover joint opportunities and expand our reach.
• Research & Strategize: Profile target accounts, identify decision-makers and stakeholders, and understand their pain points to tailor your outreach.
• Conduct Needs Analysis: Engage prospects to conduct initial needs analysis, understand their requirements, and assess alignment with Mimecast's solutions.
• Pitch with Purpose: Clearly articulate Mimecast's value proposition to secure meetings and seamlessly hand off qualified leads to our Account Executives (AEs).
• Drive Pipeline Growth: Maintain a robust pipeline of qualified leads and ensure accurate tracking of all activities in our CRM system.
• Set Appointments: Schedule qualified meetings with the appropriate sales representatives or Account Executives to progress opportunities.
• Stay Ahead of the Curve: Keep up with industry trends, customer needs, and product developments to refine your outreach strategies effectively.
• Collaborate Across Teams: Work closely with Account Executives, Marketing teams, and Channel Partners to ensure alignment on strategic initiatives and a smooth lead handoff process.

What You’ll Bring

We're not just looking for experience - we're looking for potential. If you're motivated, curious, and eager to grow, you'll thrive here. Here's what will set you up for success:

• A Sales-Driven Mindset: You're a self-starter who's excited to exceed targets and grow your career in sales.
• Strong Communication Skills: You can engage prospects with confidence, clearly articulate value propositions, and adapt your approach to different audiences.
• Resilience & Adaptability: You're not afraid of rejection and can pivot your messaging and strategy based on feedback or evolving conditions.
• Tech-Savvy: Familiarity with sales tools like LinkedIn Sales Navigator, CRM systems, and automation platforms is a plus.
• Organized & Detail-Oriented: You have strong time management skills and can juggle multiple priorities while maintaining attention to detail.
• Analytical Skills: You're capable of conducting thorough needs analysis, identifying customer pain points, and qualifying opportunities effectively.
• Continuous Learning: You're committed to learning and staying updated on product developments, industry trends, and feedback to improve your prospecting skills.
• Collaboration Skills: You thrive in a team environment and can work effectively with cross-functional teams, including Sales, Marketing, and Channel Partners.

The on-target earnings (OTE) range for this position is 60K-90K (OTE) plus benefits. This range represents the minimum and maximum new hire compensation for this role. The position may also be eligible for incentive plans and additional benefits, in accordance with company policy and local regulations. Our salary ranges are determined by role, level, and location with individual compensation also dependent on factors such as qualifications, experience, and skills. Final offers will reflect these considerations and may vary accordingly.

Belonging at Mimecast Cybersecurity is a community effort.

That's why we're committed to building an inclusive, diverse community that celebrates and welcomes everyone - unless they're a cybercriminal, of course.

We're proud to be an Equal Opportunity and Aff Employer, and we'd encourage you to join us whatever your background.

We particularly welcome applicants from traditionally underrepresented groups.

We consider everyone equally: your race, age, religion, sexual orientation, gender identity, ability, marital status, nationality, or any other protected characteristic won't affect your application.

Due to certain obligations to our customers, an offer of employment will be subject to your successful completion of applicable background checks, conducted in accordance with local law.

It is unlawful in Massachusetts to require or administer a lie detector test as a condition of employment or continued employment.

We save companies the embarrassment of awkward data slip ups by disrupting cybercriminal activity. We think fast, go big and always demand more. We work hard, deliver - and repeat. We grow with meaningful determination. And put success well within our reach. We empower each other, live by our values, and always deliver on our purpose. We push each other to be better and expect to be pushed back. This is a community of respect. Where everyone is counted.