Business Development Representative (BDR), EMEA

Overview

The Business Development Representative, EMEA is responsible for generating qualified pipeline across a defined EMEA territory through disciplined, highly-personalized outbound prospecting. This role is built for someone who thrives on the fundamentals of outbound: researching accounts, building multi-touch sequences, and picking up the phone. Fluency in English and German is required to effectively prospect into DACH-region accounts alongside the rest of the EMEA territory.

This role works closely with Revenue Marketing's account-based marketing (ABM) programs, using target account lists and intent signals to prioritize outreach, and partners with EMEA Sales to ensure a steady flow of productive meetings that convert into pipeline.

Key Responsibilities

Outbound Prospecting

• Execute highly-personalized outbound prospecting across a defined EMEA territory, with particular focus on DACH-region accounts requiring German-language outreach.

• Build and run multi-channel, multi-touch sequences (email, phone, LinkedIn) tailored to security and developer buyer personas - CISOs, AppSec leaders, and engineering leadership.

• Research target accounts thoroughly before outreach: org structure, tech stack signals, trigger events, and relevant stakeholders.

• Consistently deliver productive meetings (booked and occurred) against monthly and quarterly targets.

Target Account & ABM Execution

• Work from curated target account lists provided by Revenue Marketing, prioritizing outreach based on account tier, intent data, and campaign engagement.

• Coordinate outbound timing and messaging with active ABM campaigns so outreach reinforces (rather than duplicates or contradicts) marketing touches.

• Provide feedback to Revenue Marketing on account list quality, messaging resonance, and signal accuracy to continuously improve targeting.

Lead Qualification

• Qualify inbound and marketing-sourced leads (MQLs) promptly and accurately, ensuring clean hand-off to the appropriate AE.

• Maintain accurate, up-to-date activity and disposition records in Salesforce.

Collaboration

• Partner with EMEA AEs on account strategy and meeting hand-off quality.

• Work with the BDR Team Lead on territory planning and prioritization.

Qualifications

• Fluent in English and German (written and verbal); additional European languages a plus.

• Prior BDR/SDR, sales, or outbound prospecting experience preferred; strong outbound work ethic and coachability matter more than years of experience.

• Comfortable with structured, highly-personalized outbound activity (calls, emails, social) and account-based targeting.

• AI-proficient - uses AI tools to research accounts and personalize outreach efficiently.

• Familiar with Salesforce and standard sales engagement tooling, or able to ramp quickly.

• Interest in security or developer-tooling space is a plus, not required.

What Awesome Looks Like

• A territory that's worked systematically against a prioritized target account list - not random or reactive.

• Outreach that reflects real account research, not generic templates.

• Consistent, disciplined activity that translates into productive meetings, quarter over quarter.