[Hiring] Business Development Representative @Picus

Role Description

As a Business Development Representative for Europe, you will create a qualified pipeline for our Account Executives across the region. You will convert inbound demand, run signal-based outbound into priority accounts, and build the prospecting processes that make this repeatable.

This role suits someone who enjoys both the conversation and the system behind it. You will use Apollo, Clay, and Salesforce not only to prospect but to design how prospecting works: how lists are built, how accounts are enriched and prioritized, and how every follow-up gets done. You will sit in Sales Operations and work closely with Account Executives, Marketing, and channel partners. Your primary measure of success is sales-sourced qualified pipeline.

Qualifications

• 2+ years as a BDR or SDR at a cybersecurity vendor, selling to security buyers
• Exceptional written and verbal communication
• Comfort explaining technical concepts in business terms
• Clear internal communication
• Demonstrated success in prospecting
• Hands-on experience with AI and GTM tools such as Claude, Apollo, and Clay
• Strong task management
• Self-motivated, with a strong work ethic and high integrity
• Able to work independently and as part of a team in a fast-paced environment
• Fluency in English

Requirements

• Articulate Picus's value proposition clearly and tailor it to each prospect's needs
• Respond to inbound leads quickly, qualify fit and intent, educate interested prospects at the right time, and book meetings with Account Executives
• Run signal-based outbound into priority accounts, triggered by events such as breaches, new security leadership, regulatory changes, and tooling shifts
• Build deep knowledge of our target verticals and ICP accounts
• Identify key players across security leadership, SOC, detection engineering, and threat intelligence teams, and gather initial business requirements
• Run personalized, multi-channel outreach across email, phone, and LinkedIn, and use A/B testing to improve results
• Drive attendance for webinars, seminars, and conferences, and book meetings around them
• Hit agreed targets for qualified meetings, pipeline, and KPIs
• Design, document, and improve prospecting processes across GTM tools from list building and enrichment to prioritization, routing, and sequencing
• Build and maintain target account and contact lists, keeping data accurate and complete
• Set up enrichment workflows that surface buying signals automatically and feed them into outreach
• Replace manual, repetitive steps with repeatable workflows the wider team can reuse
• Own a disciplined daily task list so every follow-up, sequence step, and handover happens on time
• Hold regular reviews with each Account Executive on target account progress, open opportunities, and next steps
• Track engagement across your target account list and re-engage accounts as new signals appear
• Collaborate with Sales and Marketing on campaign and account strategy
• Support Account Executives through the sales cycle to help close deals
• Keep Salesforce activity and qualification data accurate so pipeline is visible and forecastable
• Work with channel partners on joint prospecting where relevant

Benefits

• Fascinating work - a chance to shape and lead an exciting, fast-growing cyber security segment
• Unlimited opportunity - new career development opportunities constantly arise given our rate of growth
• Global exposure - experience working in a fast-growing startup and interact with customers worldwide
• Be part of a global remote team taking on Exposure Validation and a growing market segment