Business Development Representative SMB

United States Digital Space LLC; United States; Hybrid; USD 58,000 - 81,000; Full time

Benefits offered by this job

Health insurance

Dental insurance

401k

Equity grant

Paid time off

Job summary

The company is hiring a Business Development Representative in the United States. You’ll drive outbound prospecting, manage inbound leads, and lay the foundation for meaningful conversations with prospects.

You’ll also qualify opportunities, build a robust pipeline, and collaborate with Account Executives to hit targets. Ideal candidates have 0–1+ years in customer-facing roles, strong communication skills, and comfort with CRM systems and sales tools.

Qualifications

• 0-1+ years of relevant customer‑facing experience in sales or related roles.
• Genuine interest in a sales career and understanding of the sales process.
• Solid communication and interpersonal skills for phone, email, and social outreach.
• Business acumen and understanding of revenue generation.
• Aptitude for learning CRM systems and sales engagement tools.

Responsibilities

• Identify and engage prospects through outbound prospecting (cold calls, email campaigns, social selling).
• Qualify inbound leads and determine fit for solutions.
• Conduct conversations to understand business challenges and communicate value.
• Research target accounts to develop outreach strategies and maximize engagement.
• Create a qualified pipeline for Account Executives and ensure smooth transitions.
• Maintain accurate CRM records and support pipeline visibility.
• Collaborate with Account Executives and sales managers to prioritize outreach.
• Meet and exceed monthly and quarterly targets for opportunities generated.
• Learn about products, services, and market to effectively convey value.
• Use coaching feedback to improve calls and emails.

Skills

Customer-facing experience

Sales interest

Communication skills

Business acumen

CRM systems

Sales engagement tools

Tools

CRM systems

Sales engagement tools

Job description

the company is growing. We’ve surpassed $400M in ARR and we’re continuing to accelerate, earning a spot on the Forbes Cloud 100 for four years in a row and teaming up with iconic partners like Oracle Red Bull Racing.

About the company

At the company, we’re building the foundation for a safe, productive digital future. Our mission is to unleash employee productivity without compromising security by ensuring every identity is authentic, every application sign-in is secure, and every device is trusted. We innovated the market‑leading enterprise password manager and pioneered Unified Access Management, a new cybersecurity category built for the way people and AI agents work today. As one of the most loved brands in cybersecurity, we take a human‑centric approach in everything from product strategy to user experience. Over 180,000 businesses, from Fortune 100 leaders to the world’s most innovative AI companies, trust the company to help their teams securely adopt the SaaS and AI tools they need to do their best work.

If you're excited about the opportunity to contribute to the digital safety of millions, to work alongside a team of curious, driven individuals, and to solve hard problems in a fast‑paced, dynamic environment, then we want to hear from you. Come join us and help shape a safer, simpler digital future.

As a Business Development Representative, you play a pivotal role in driving our sales pipeline. With a strong focus on outbound prospecting, you proactively identify and engage high‑potential prospects, while also managing inbound leads. As the first point of contact for current customers and prospects, you lay the foundation for meaningful sales conversations and long‑term partnerships.

How we’re using AI today

Across GTM, we’re transforming the way we work with AI. We expect every seller, CSM, and team member to become a power user, using it daily to work smarter and move faster. AI is already embedded in how we operate – from real‑time coaching that sharpens how we sell and interact with customers, to surfacing insights that help us anticipate needs – creating more time for meaningful customer engagement. If you’re excited to reshape how you think, make decisions, and drive growth with AI, you’ll feel right at home here.

Expectations of this role

This is a hybrid role. You will be expected to work from the company's Austin office 3 days per week, with the flexibility to work from the office up to 5 days based on business needs.

Note: All go‑to market roles will have an in‑person onboarding in Toronto.

What we're looking for:

• 0-1+ years of relevant customer‑facing experience, preferably in sales or related roles.
• Demonstrates a genuine interest in a sales career and understanding the sales process. and an eagerness to solve our prospects’ problems
• Solid communication and interpersonal skills, possessing the demonstrated ability to: articulate ideas clearly and concisely verbally and in writing, comfortably engage with new people and build rapport over the phone, email, and social media.
• Has business acumen, having a foundational grasp of how businesses operate, including common challenges and the importance of revenue generation.
• Proficiency in basic computer applications such as standard office software and demonstrates an aptitude for learning new technology, including CRM systems and sales engagement tools.
• Resilient, self‑motivated, and committed to achieving targets while thriving in a remote environment.
• Curious and coachable, with an ability to embrace and apply feedback, adapt, and continuously improve.

What you can expect:

• Proactively identify and engage prospects through strategic outbound prospecting activities, including cold calling, email campaigns, and leveraging social selling techniques.
• Qualify inbound leads generated through marketing efforts, understanding their needs and determining their fit for our solutions.
• Conduct engaging conversations with prospects to understand their business challenges and effectively communicate the value of our offerings.
• Diligently research and gather information on target accounts to create strategies for outreach and maximize engagement.
• Created a qualified pipeline for Account Executives, ensuring a smooth transition in the sales process.
• Maintain accurate and up‑to‑date records of all activities and prospect interactions within our CRM system to support reporting and pipeline visibility.
• Regularly collaborate with Account Executives and sales managers to prioritize outreach efforts, seek guidance on best practices, and refine approaches.
• Meet and exceed monthly and quarterly targets for qualified opportunities generated.
• Continuously learn about our products, services, and the market landscape to effectively communicate our value proposition.
• Utilize feedback and tools from coaching sessions to identify improvement areas in calls or emails, proactively refining outreach and objection‑handling techniques.

USA-based roles only: The annual base salary for this role is between $58,000 USD and $81,000 USD, and is commission‑eligible. This role is also immediate participation in the company's benefits program (health, dental, 401k and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.

Canada-based roles only: The annual base salary for this role is between $ 55,000 CAD and $77,000 CAD and is commission‑eligible. This role is also eligible for immediate participation in the company’s generous benefits program (health, dental, RRSP and many others), utilization of our generous paid time off, an equity grant and, where applicable, participation in our incentive programs.

At the company, we approach each individual's compensation with a promise of fair market value and internal equity commensurate with experience and specific skill set.

This posting is for an existing vacancy.

Our cultureAt the company,

At the company, we prioritize collaboration, clear and transparent communication, receptiveness to feedback, and alignment with our core values: keep it simple, lead with honesty, and put people first.

You’ll be part of a team that challenges the status quo, and is excited to experiment and iterate in search of the best solution. That said, the company is not for everyone. Our work is demanding, we strive for excellence, and the pace is fast. We need people who are keen to take on challenging problems, who seek feedback to grow, and who are driven to make an impact. If you're looking for a place where you can settle into a comfortable routine, this might not be the right fit for you. We’re looking for individuals who are proven experts in their fields, as well as those who are highly adaptable, can thrive in ambiguity and through change, are curious, and above all deliver results.

How we work with AIWe are committed to leveraging cutting‑edge technology—including AI—to achieve our mission. We also understand that thinking critically about AI in its current forms will help us create better solutions for our customers and ourselves with its future forms, which will help us continue to close the gap between security and privacy and achieve our mission. We want team members at all levels to take the approach of actively learning AI best practices, identifying opportunities to apply AI in meaningful ways, and driving innovative solutions in their daily work. Embracing the future of AI isn't just encouraged—it's an essential part of how we will be successful at the company.

This approach extends to our hiring process—candidates are welcome to use AI tools responsibly and thoughtfully during the application process. To us, this means we do ask that you join live interviews without using AI tools so we can get to know how you communicate, solve problems, and collaborate with others.

Our approach to workWe recognize the power of both in person collabor