Senior Business Development Representative - Public Sector

Menlo Security; United States; Remote; USD 58,000 - 75,000; Full time

Job summary

Menlo Security seeks a Senior Business Development Representative, Public Sector, to drive qualified pipeline across Federal, State, and Local government from a front-line position. You’ll partner with Field Sales and channel partners to open doors in security-conscious organizations, utilizing AI for account research, call prep, and outreach drafting to maximize meaningful conversations.

You’ll manage leads in Salesforce end-to-end, coordinate with partners, and travel occasionally for targeted

Qualifications

• 1-3 years of business development or sales development experience within the IT industry and/or selling cybersecurity or SaaS products.
• Ability to understand technical information and explain it in simple, clear terms.
• Proficiency with Salesforce for tracking meetings, opportunities, and prospect details.
• Strong organization and time management skills.
• Bachelor’s degree or equivalent experience.
• Willingness to travel occasionally.

Responsibilities

• Prospect into Public Sector accounts through cold calling and multi-channel outreach, qualify leads, and schedule meetings between qualified prospects and the sales team.
• Use AI tools to research accounts, prepare for calls, and draft tailored outbound messaging, applying your own judgment for accuracy, tone, and public sector context.
• Deliver Menlo’s pitch and technology story, tailoring it to the specific mission and needs of each prospect and answering questions clearly.
• Manage and nurture leads end to end in Salesforce, including tracking, follow-up, and conversion, using AI-generated call summaries and CRM enrichment to reduce administrative time.
• Work with partners, resellers, and Federal System Integrators to expand Menlo’s reach into Federal agencies, State and Local organizations, and Public Sector departments within commercial entities.
• Support Target Account Programs to grow large Enterprise accounts, working closely with Field Sales to continuously nurture them.
• Invite and schedule prospects for targeted Menlo field events; some travel will be required.

Skills

Sales development

Cold calling

Public sector knowledge

Account research

Organization

Education

Bachelor's degree or equivalent

Tools

Salesforce

Outreach.io

ZoomInfo

LinkedIn Sales Navigator

Job description

Menlo Security’s mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

Summary

The Senior Business Development Representative, Public Sector is on the front line with prospects, partners, and customers, generating qualified pipeline across Federal agencies, State and Local government, and Public Sector departments within commercial organizations. This role partners closely with Field Sales and Menlo’s channel ecosystem of partners, resellers, and Federal System Integrators to open doors into some of the most security-conscious organizations in the world. The person in this role uses AI tools daily for account research, call preparation, and outreach drafting, so more of their time goes to real conversations with prospects and less to administrative work. It’s a high-visibility role for someone who wants to build a career in cybersecurity sales while working with a market that genuinely needs what Menlo delivers.

Outcomes & KPIs

Metrics below are drafted suggestions for the hiring manager to confirm or adjust.

Key Outcome(s) Owned:

• A consistent, growing flow of qualified Public Sector pipeline for the field sales team.

• Deep, well-nurtured engagement across the assigned target account list, in partnership with Field Sales and channel partners.

Success Metrics / KPIs:

• Qualified meetings booked and held per month.

• Pipeline dollars sourced per quarter.

• Lead-to-opportunity conversion rate in Salesforce.

• Engagement coverage across Target Account Program accounts.

• Prospect attendance sourced for targeted Menlo field events.

What You’ll Do

• Prospect into Public Sector accounts through cold calling and multi-channel outreach, qualify leads, and schedule meetings between qualified prospects and the sales team.

• Use AI tools to research accounts, prepare for calls, and draft tailored outbound messaging, applying your own judgment for accuracy, tone, and public sector context.

• Deliver Menlo’s pitch and technology story, tailoring it to the specific mission and needs of each prospect and answering questions clearly.

• Manage and nurture leads end to end in Salesforce, including tracking, follow-up, and conversion, using AI-generated call summaries and CRM enrichment to reduce administrative time.

• Work with partners, resellers, and Federal System Integrators to expand Menlo’s reach into Federal agencies, State and Local organizations, and Public Sector departments within commercial entities.

• Support Target Account Programs to grow large Enterprise accounts, working closely with Field Sales to continuously nurture them.

• Invite and schedule prospects for targeted Menlo field events; some travel will be required.

Functional Competencies

Required:

• 1-3 years of business development or sales development experience within the IT industry and/or selling cybersecurity or SaaS products, with a proven track record in cold calling.

• Ability to understand technical information and explain it in simple, clear terms.

• Proficiency with Salesforce for tracking meetings, opportunities, and prospect details.

• Strong organization and time management skills.

• Bachelor’s degree or equivalent experience.

• Willingness to travel occasionally.

Preferred / Nice to Have:

• Cybersecurity industry background.

• Knowledge of Public Sector agencies, budget and procurement cycles, and contract vehicles.

• Experience with prospecting and marketing automation tools such as Outreach.io, ZoomInfo, or LinkedIn Sales Navigator.

• Experience using AI sales tools for account research, outreach personalization, or call summarization.

• Knowledge of sales and marketing principles and strategies.

• Proficiency with Microsoft Office and Google Workspace.

• Experience thriving in a fast-paced, high-growth environment with constant learning.

Our Compensation and Benefits

At Menlo Security, Base Salary is one part of our competitive total compensation and benefits package and is determined using a salary range. The base salary range for this role is $58,100 - $74,900.

In accordance with NY, CO, CA, and WA law, the range provided is Menlo Security’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. All employees may be eligible to become Menlo Security shareholders through eligibility for stock-based compensation grants, which are awarded to employees based on company and individual performance.

Menlo Security is an equal opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law.

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Why Menlo?

Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.