Business Development Representative

Overview

Veeam, incorporating Securiti AI's cutting-edge AI-driven data security posture management solutions, seeks motivated Business Development Representatives to stimulate growth for this innovative sector. The role involves generating new business opportunities and managing inbound and self-generated outbound leads, progressing qualified prospects through initial discovery to their handoff to Sales Specialists.

Key Responsibilities

• Manage inbound leads such as demo requests, event inquiries, and campaign responses, alongside proactive, targeted outreach via calls, emails, and sales platforms like Apollo and LinkedIn Sales Navigator.
• Conduct prospect research using AI-enabled tools to prioritize accounts based on business context and pain points.
• Apply the PACCT qualification framework to evaluate opportunity fit, readiness, urgency, budget, scope, and impact.
• Accurately record meeting outcomes and commitments in Salesforce, ensuring pipeline validity.
• Convert qualified meetings into pipeline opportunities and oversee a smooth transition to Sales Specialists with comprehensive data documentation.
• Maintain active engagement post-handover, assisting in early discovery and sustaining momentum.
• Collaborate closely with Sales Specialists to define target accounts and coordinate account-based outbound plans.
• Manage marketing-sourced leads with prompt follow-up and consistent qualification, providing structured feedback to marketing on lead quality and campaign effectiveness.
• Keep meticulous records of all account activities, qualification steps, and meeting outcomes within CRM tools for accurate forecasting and reporting.
• Continuously update knowledge of industry trends, competitors, and incorporate feedback for professional development.

Success Metrics

• Number of genuinely qualified meetings leading to next steps.
• Rate of meetings converting into pipeline opportunities within 30 days.
• Monthly pipeline generation relative to targets, including progressed opportunities beyond discovery.
• Accuracy and currency of CRM records and opportunity tracking.

Candidate Profile

• Minimum two years in Business Development, Sales Development, or similar pipeline creation roles.
• Demonstrated ability to transform meetings from mere appointments into qualified sales opportunities.
• Resilient and persistent mindset, treating objections as insightful feedback rather than rejections.
• Strong communication skills, both written and verbal, with adaptability in messaging and active listening.
• Curious and empathetic towards buyers, seeking to understand their challenges prior to presenting solutions.
• Self-motivated with excellent organizational skills and disciplined CRM management under pressure.
• Experience collaborating with Sales and Marketing teams, prioritizing targets, providing honest feedback, and proactively resolving stalled deals.
• Advanced English language proficiency (C1/C2 level).
• Knowledge or experience in data security, AI governance, data privacy, or compliance markets.
• Familiarity with Salesforce CRM and prospect research tools.
• Background in technology or SaaS environments preferred.
• Comfortable utilizing AI-augmented productivity tools and open to exploring new technologies.
• Understanding of account-based marketing and sales methodologies.

Benefits and Perks

• 20 annual vacation days, plus 4 additional global self-care days and 24 paid volunteer hours through the company's community program.
• Private medical insurance and income protection benefits for illness or injury.
• Annual wellness allowance and flu vaccine vouchers.
• Corporate health insurance discounts.
• Access to confidential counseling and coaching via an Employee Assistance Program.
• Superannuation contributions with salary sacrifice options.
• Car allowance eligibility for certain field sales positions.
• Salary sacrifice plans for portable electronic devices including phones, laptops, and tablets.
• Learning and development opportunities through online libraries, mentoring, workshops, and annual global learning events.