Business Development Representative

About The Role

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.

What You'll Do

-Generate Pipeline:

• 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

-Build the prospecting engine:

• 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

-Run a tight operating cadence:

• 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

What You Bring

• 2+ years as a BDR or SDR at a cybersecurity vendor, selling to security buyers
• Exceptional written and verbal communication: you write concise, personalized outreach that gets replies, handle objections confidently on the phone, and listen well enough to uncover real pain points
• Comfort explaining technical concepts in business terms
• Clear internal communication: you hand off meetings to AEs with crisp context and keep stakeholders informed without being chased
• Demonstrated success in prospecting, including booking qualified meetings with enterprise prospects through outbound
• Hands-on experience with AI and GTM tools such as Claude, Apollo and Clay etc. using them daily for research, enrichment, personalization and workflow automation and document it so others can follow
• Strong task management: you run your day from a clear task list and nothing falls through the cracks
• 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

Nice to Have

• Familiarity with security controls and frameworks such as EDR, SIEM and MITRE ATT&CK
• Understanding of exposure management, CTEM or security validation
• Comfort with spreadsheets and no-code automation for processing and routing data
• Experience with HubSpot, Cognism or other data providers
• Experience covering multiple European countries or working with channel partners
• Fluency in an additional European language (Spanish, Italian, French or German) is a plus.