[Hiring] Business Development Representative @Critical Start

Role Description

The Business Development Representative (BDR) plays a central role in building qualified pipeline through AI-driven outbound. This role blends strategic intent analysis with modern AI-powered research, personalization, and automation to generate meaningful conversations with target accounts, not just volume, across an assigned territory and named account list. This position sits at the intersection of Marketing, Sales, Partners, and Operations. The ideal candidate understands how intent signals, buyer behavior data, and strategic timing unlock opportunities that matter, and thrives in a fast-moving environment where owning a workflow, identifying high-value targets independently, and creating thoughtful, conversion-ready outreach are core to success.

What You Will Be Doing?

• Strategic Outbound & Pipeline Generation:
  • Design and execute precision outbound sequences using email, LinkedIn, and targeted calls, informed by intent data, firmographics, and behavioral signals.
  • Research and prioritize target accounts using a blend of AI-driven insights, technographic data, recent news, and security incidents (breaches, vulnerability patterns, hiring trends).
  • Build account-level playbooks that identify buyer personas, pain points, and strategic timing windows rather than relying on generic blast sequences.
  • Partner with Sales to identify target accounts, co-develop account penetration plans, and validate messaging resonance with target personas.
• Intent Analysis & Signal-Based Targeting:
  • Analyze and interpret intent signals (6sense, ZoomInfo, firmographic shifts, security events) to identify high-confidence buying moments.
  • Build custom audience segments based on multi-signal analysis (intent + industry + company size + recent security news + competitive triggers).
  • Document signal patterns and engagement outcomes to continuously refine targeting and timing assumptions.
  • Share prospect and market insights with Marketing leadership to influence campaign positioning, messaging, and ICP refinement.
• AI-Powered Research & Personalization:
  • Use Claude and AI tools to conduct rapid, in-depth company and persona research prior to outreach.
  • Generate personalized talk tracks, objection-handling frameworks, and email variations tailored to industry, company stage, and buyer role.
  • Develop first-pass email copy, LinkedIn messaging, and call scripts that demonstrate genuine buyer knowledge and strategic relevance.
  • Build reusable Claude prompts and workflows for account research, competitive analysis, and persona development.
• Campaign & Event Coordination:
  • Collaborate with Demand Generation teammates to co-build and execute outreach around campaigns, webinars, events, and competitive takeout plays.
  • Own 100% follow-up on inbound and event leads with speed and precision, ensuring timely routing and adherence to meeting SLA expectations.
  • Drive registrations and attendance for partner-led events (Microsoft, VARs, MSSPs) and support post-event conversions.
  • Document engagement patterns from campaigns and events to inform targeting and messaging strategies.
• Workflow Automation & Continuous Optimization:
  • Build and refine Claude Agents to automate research tasks: monitoring breach incidents, tracking competitive moves, identifying intent signals, and surfacing account triggers.
  • Create reusable workflows within Groove/Clari for account penetration sequences, meeting-request cadences, and event follow-up.
  • Maintain and continuously test templates, talk tracks, and snippets to improve response rates and engagement quality.
  • Document best practices, conversion patterns, and outreach learnings for team adoption and ongoing optimization.
• Data & Analytics:
  • Log all outbound and event activities accurately in Salesforce to maintain clean lead, contact, and account data hygiene.
  • Analyze engagement metrics (open rates, reply rates, response sentiment, meeting conversion) to assess messaging quality and target relevance.
  • Track leading indicators: accounts researched, sequences launched, conversations initiated, and pipeline influenced.
  • Provide weekly updates on outbound activity, engagement quality, pipeline creation, and key learnings.
• Collaboration & Stakeholder Support:
  • Work with Account Executives and channel partners to understand territory priorities and identify expansion and new logo opportunities.
  • Support Sales with research, talk tracks, and strategy documents for target accounts.
  • Partner with Marketing Operations and Demand Generation on execution, data quality, and feedback loops.
  • Share prospect intelligence and market trends with Marketing leadership to influence strategy and positioning.

Qualifications

• 2+ years of experience in a BDR, SDR, inside sales, demand generation, or related lead generation role.
• Demonstrated success building targeted outbound workflows and generating qualified meetings.
• Experience using Claude or similar AI tools for content generation, research, sequencing, and workflow efficiency.
• Strong ability to stay organized, self-directed, and independently prioritize daily execution against strategic goals.
• Proficiency with Salesforce, 6sense, Groove/Clari, LinkedIn Sales Navigator, and B2B intent tools.
• Excellent communication skills — clear, concise writing, strong verbal presence, and the ability to personalize messaging for different buyer personas.
• High attention to detail with the ability to analyze performance data and adjust strategy based on results and learnings.
• A genuine appetite to learn cybersecurity, MDR, security operations, competitive landscapes, and buyer pain points.
• Collaborative mindset with an eagerness to learn and genuine curiosity about how buyers think, operate, and make decisions.

Preferred Qualifications

• Bachelor's degree in business, sales, marketing, or a related field.
• Experience in B2B cybersecurity, adjacent industries, or SaaS environments.
• Background working in partner-led sales environments (Microsoft, VARs, MSSPs, or similar ecosystems).
• Familiarity with account-based marketing (ABM) initiatives and execution.
• Experience with intent data platforms, technographic analysis, or firmographic segmentation.
• Track record of building and optimizing workflows, templates, and automation — comfort with a build-test-refine approach.
• Understanding of marketing and pipeline metrics (CAC, pipeline influence, engagement benchmarks).

Benefits

• Competitive salary with bonus potential.
• Comprehensive health benefits with generous employer contributions for medical, dental, and vision.
• Unlimited PTO (Paid Time Off) policy.
• Paid Parental and Military Leave.
• Employer-provided Life Insurance, Long-Term Disability, and Short-Term Disability coverage.
• 401(k) Plan with Matching Program.
• Monthly Wellness Initiatives.
• Optional Pet Benefits Discount Plan.

Application Deadline

The application deadline for this position is June 15, 2026.

How to Apply

Interested candidates are invited to visit our career site and apply for the position: https://www.criticalstart.com/careers/