Senior Business Development Representative - Managed Security Services

Binary Defense; United States; On-site; USD 60,000 - 100,000; Full time

Job summary

An established industry player is seeking a dynamic Senior Business Development Representative to drive revenue growth through innovative strategies. In this hands-on role, you will leverage Account-Based Marketing and cutting-edge sales technologies to optimize lead qualification and enhance sales processes. Collaborate closely with marketing to execute personalized outreach campaigns and develop targeted account strategies. This position offers an exciting opportunity to make a significant impact in a fast-paced environment, where your skills in consultative selling and sales acumen will be key to success. Join a forward-thinking team and help shape the future of managed security services.

Qualifications

• Proven sales success in a BDR or SDR role within tech services.
• Skilled in consultative selling and value-based sales approaches.

Responsibilities

• Design and implement prospecting strategies to drive revenue growth.
• Collaborate with marketing on multi-channel campaigns for engagement.

Skills

Sales Presentation Skills

Communication Skills

Closing Skills

Time Management

Consultative Selling

Attention to Detail

Multi-Tasking

Education

Degree Education

Tools

Salesforce

HubSpot

6sense

Salesloft

MS Office

Job description

Senior Business Development Representative - Managed Security Services

Binary Defense is seeking an experienced and strategic Senior Business Development Representative (BDR).

This BDR will be responsible for designing and implementing scalable inbound and outbound prospecting strategies, optimizing sales handoff processes, and aligning with sales and marketing teams to drive revenue growth.

This is a hands-on position leveraging ABM (Account-Based Marketing) strategies, and utilizing cutting-edge sales technology, including Salesforce, HubSpot, 6sense, and Salesloft.

KEY RESPONSIBILITIES

Inbound Lead Qualification & Sales Handoff

1. Define lead scoring and prioritization criteria, leveraging 6sense and HubSpot to focus on high-intent leads.
2. Implement structured email, call, and follow-up cadences to maximize engagement and conversions.
3. Apply qualification frameworks such as BANT, MEDDIC, or CHAMP to ensure leads meet the right criteria before passing to sales.
4. Track and analyze conversion rates from Marketing Qualified Lead (MQL) to Sales Qualified Lead (SQL) to Opportunity to optimize the funnel.

Outbound Prospecting & Account Strategy

1. Develop target account strategies using intent data from 6sense to prioritize high-propensity accounts.
2. Align outbound prospecting with ABM strategies (one-to-one, one-to-few) and execute highly personalized outreach.
3. Collaborate with marketing on multi-channel campaigns (LinkedIn, email, calls, direct mail, etc.) to increase engagement.
4. Build customized sales plays based on buying signals and industry-specific pain points.

Performance Metrics & Optimization

Track and report on core KPIs, including:

1. Response time to inbound leads
2. Outbound touchpoint-to-meeting ratio

Tech Stack & Process Integration

1. Salesforce: CRM and reporting backbone for lead and pipeline tracking.
2. HubSpot: Inbound lead management and marketing automation.
3. 6sense: Intent-based targeting and lead prioritization.
4. Salesloft: Outreach automation, cadence tracking, and sales engagement.

Requirements:

• Sales Acumen: Strong sales presentation, communication, and closing skills with a proven ability to generate and sustain new business.
• Time & Territory Management: Experienced in managing outside sales, time, and territory effectively to maximize results.
• Professional Communication: Exceptional verbal and written communication skills with the ability to present complex ideas clearly and persuasively.
• Multi-Tasking & Resilience: Capable of managing multiple activities, handling rejection, and maintaining focus on achieving goals.
• Attention to Detail: Keen attention to detail, ensuring accuracy in proposals, negotiations, and account management.
• Consultative Selling: Skilled in consultative sales methods, understanding customer pain points, and offering tailored solutions that deliver measurable value.

Qualifications:

• Solid history of sales success in a BDR or SDR role, preferably within a technology services environment.
• Expertise in solutions selling and value-based sales approaches.
• Experience working in a performance-based compensation structure.
• Degree education is preferred but not essential for the right candidate.
• Proficiency in CRM systems, MS Office, and other relevant sales tools.

Seniority level

Mid-Senior level

Employment type

Full-time

Job function

Information Technology

Industries

Computer and Network Security and IT Services and IT Consulting