Strategic Business Development Representative

Company Overview

Veeam is a leader in data resilience and AI trust, helping organizations understand, secure, and make their data and AI systems resilient. With global operations headquartered in Seattle, Veeam protects over 550,000 customers worldwide and is pioneering advancements in identity, data security, and AI risk management.

Role Overview

Veeam has acquired Securiti AI, a pioneer in AI-powered data security posture management, and is seeking Strategic Business Development Representatives to fuel the expansion of this innovative sector of the business. This role focuses on generating and qualifying leads through both inbound marketing efforts and proactive outreach, with ownership of developing prospects until they are sufficiently qualified to transition to Sales Specialists.

Key Responsibilities

• Engage with inbound leads such as demo requests, event attendees, and campaign responders, as well as initiate targeted outbound communication via calls, emails, and platforms like Apollo and LinkedIn Sales Navigator.
• Utilize AI-driven research tools to prioritise prospects by understanding their business context and challenges.
• Employ structured qualification frameworks (PACCT) to assess alignment, readiness, and urgency, ensuring opportunities are valuable as well as compatible.
• Maintain honesty in meeting records, recognizing that logging an advancing meeting signals a commitment to conversion.
• Convert qualified meetings into actionable sales pipeline opportunities and ensure seamless handoffs to Sales Specialists with comprehensive documentation in Salesforce.
• Stay engaged post-handover to support early-stage discovery and facilitate follow-up engagements to keep opportunities progressing.
• Collaborate closely with Sales Specialists to define target accounts and tailor outbound strategies, fostering genuine partnerships throughout live opportunities.
• Manage marketing-generated leads diligently by following up promptly, qualifying consistently, and preventing lead stagnation.
• Provide structured feedback to marketing on lead quality and campaign effectiveness to guide future investments.
• Ensure careful and timely logging of all meeting outcomes and maintain accurate Salesforce records to support reliable reporting and forecasting.
• Continuously update knowledge on industry trends, competitors, and seek ongoing feedback to refine skills and approaches.

Candidate Profile

• At least two years of experience in Business Development Representative, Sales Development Representative, or similar roles focusing on pipeline building.
• Proven ability to convert meetings into qualified sales opportunities rather than merely booking meetings.
• Persistent and resilient; treats objections as informative rather than definitive rejections.
• Excellent communication skills including writing, verbal interaction, listening, and adaptability to conversation styles.
• Curious about buyer needs and motivated to thoroughly understand their challenges before offering solutions.
• Highly organized self-starter able to maintain CRM accuracy under pressure.
• Confident in collaborating with Sales and Marketing teams to set priorities, give honest feedback, and escalate stalled deals.
• Fluent in advanced English; fluency in German or French is preferable.
• Experience or knowledge in data security, AI governance, data privacy, or compliance markets.
• Familiar with Salesforce and prospect research tools.
• Previous exposure to technology or SaaS environments.
• Comfortable utilizing AI-enhanced productivity tools and adopting new technologies.
• Understanding and experience applying account-based marketing and sales techniques.

Benefits

• 25 days of paid vacation annually, supplemented by 4 additional global self-care days and 24 paid volunteer hours through Veeam Cares.
• Private medical, dental, and vision insurance including options for dependents enrollment.
• Comprehensive life insurance with 24/7 global protection and enhanced coverage.
• Income protection that activates after 26 weeks, providing partial salary coverage.
• Defined contribution pension plan with employer matching.
• Global travel insurance for both business and leisure, including dependent coverage options.
• Employee assistance programs offering therapy, legal, financial aid, and online medical consultations alongside wellbeing initiatives.
• Opportunities for continuous professional development via extensive digital learning libraries, mentoring, workshops, and annual learning events.

Additional Information

Applicants must be permanently located within the United Kingdom; applications from other locations may be declined. Veeam is an equal opportunity employer valuing diversity and prohibits discrimination on any protected grounds. All personal data collected during recruitment is handled according to Veeam's privacy policies. Applicants must ensure accuracy and completeness of provided information; any falsification may result in disqualification or termination.