{"id":3696245,"url":"https://alion.io/job/picus-business-development-representative","title":"Business Development Representative","company":{"id":7245,"name":"Picus","domain":"picussecurity.com","url":"https://alion.io/company/picus","size_band":"201-500","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Lever","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"junior","employment_type":"full_time","work_mode":"remote","remote_scope":"stated_countries","remote_scope_basis":"board_field","remote_working_hours":null,"hiring_geo_confidence":"inferred","locations":["Spain","Italy"],"countries":["ES","IT"],"hiring_countries":["IT","ES"],"hiring_countries_total":2,"salary":null,"salary_estimate":null,"experience_years_min":2,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"A/B Testing","optional":false},{"name":"Claude","optional":false},{"name":"LinkedIn","optional":false},{"name":"Salesforce","optional":false},{"name":"HubSpot","optional":true},{"name":"MITRE ATT&CK","optional":true},{"name":"SIEM","optional":true}],"status":"live","first_seen_at":"2026-10-26T07:11:11Z","employer_posted_date":"2026-10-26","last_verified_at":"2026-11-04T18:37:29Z","board_verified":true,"closed_at":null,"days_open":9,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":9},"description":"About The Role\nAs 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.\nThis 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.\nWhat You'll Do\n-Generate Pipeline:\nArticulate Picus's value proposition clearly and tailor it to each prospect's needs\nRespond to inbound leads quickly, qualify fit and intent, educate interested prospects at the right time, and book meetings with Account Executives\nRun signal-based outbound into priority accounts, triggered by events such as breaches, new security leadership, regulatory changes and tooling shifts\nBuild deep knowledge of our target verticals and ICP accounts\nIdentify key players across security leadership, SOC, detection engineering and threat intelligence teams, and gather initial business requirements\nRun personalized, multi-channel outreach across email, phone and LinkedIn, and use A/B testing to improve results\nDrive attendance for webinars, seminars and conferences, and book meetings around them\nHit agreed targets for qualified meetings, pipeline and KPIs\n-Build the prospecting engine:\nDesign, document and improve prospecting processes across GTM tools from list building and enrichment to prioritization, routing and sequencing\nBuild and maintain target account and contact lists, keeping data accurate and complete\nSet up enrichment workflows that surface buying signals automatically and feed them into outreach\nReplace manual, repetitive steps with repeatable workflows the wider team can reuse\n-Run a tight operating cadence:\nOwn a disciplined daily task list so every follow-up, sequence step and handover happens on time\nHold regular reviews with each Account Executive on target account progress, open opportunities and next steps\nTrack engagement across your target account list and re-engage accounts as new signals appear\nCollaborate with Sales and Marketing on campaign and account strategy\nSupport Account Executives through the sales cycle to help close deals\nKeep Salesforce activity and qualification data accurate so pipeline is visible and forecastable\nWork with channel partners on joint prospecting where relevant\nWhat You Bring\n2+ years as a BDR or SDR at a cybersecurity vendor, selling to security buyers\nExceptional 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\nComfort explaining technical concepts in business terms\nClear internal communication: you hand off meetings to AEs with crisp context and keep stakeholders informed without being chased\nDemonstrated success in prospecting, including booking qualified meetings with enterprise prospects through outbound\nHands-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\nStrong task management: you run your day from a clear task list and nothing falls through the cracks\nSelf-motivated, with a strong work ethic and high integrity\nAble to work independently and as part of a team in a fast-paced environment\nFluency in English\nNice to Have\nFamiliarity with security controls and frameworks such as EDR, SIEM and MITRE ATT&CK\nUnderstanding of exposure management, CTEM or security validation\nComfort with spreadsheets and no-code automation for processing and routing data\nExperience with HubSpot, Cognism or other data providers\nExperience covering multiple European countries or working with channel partners\nFluency in an additional European language (Spanish, Italian, French or German) is a plus.","description_format":"text","description_chars":4253,"description_truncated":false,"requirements":{"experience_years_min":2,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[{"language":"Spanish","level":"All levels","optional":true},{"language":"English","level":"Advanced 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