Senior Business Development Representative & Team Lead, Outpost24
Cyber security risk management
Be an early applicant
Cyber security risk management
201-500 employees
Be an early applicant
201-500 employees
Company mission
To help customers automate cyber hygiene and tighten cyber exposure before their business can be disrupted.
Role
Who you are
- If you have a hunter mentality, a background in IT sales, and the ability to navigate complex business environments in multiple languages, we want to hear from you
- We are looking for a "door-opener" and emerging leader who thrives on the challenge of account outreach
- You are resilient, tech-savvy, self-motivated and possess the soft skills to build immediate rapport and lead others
- Industry Experience: A minimum of 2–3 years in B2B IT Sales is required (including Senior-level experience)
- Leadership Experience: Previous experience leading or mentoring a BDR team is a major advantage
- Domain Knowledge: Previous experience in cybersecurity is a major advantage
- Multichannel Expertise: Proven track record of using LinkedIn Sales Navigator, email automation, and the phone to secure meetings
- Language Proficiency: English and French or Spanish (Native or proficient level) is mandatory
- Resilience: A thick skin and a positive "next call" attitude
- Active Listening: The ability to hear a prospect's pain point and map it back to a solution
- Persuasion: Strong verbal and written communication skills to influence decision-makers
- Technical Aptitude: Comfortable learning and explaining complex security concepts (External Attack Surface Management, Digital Risk Protection, etc.)
What the job involves
- Outpost24 is seeking a high-energy, results-oriented Senior Business Development Representative (Sr. BDR) to join our team in the heart of Barcelona!
- In this elevated role, you will be the "tip of the spear" for our sales organization while taking on emerging leadership responsibilities
- You will play a critical part in our growth by qualifying inbound interest and executing proactive outbound strategies, while simultaneously managing and mentoring one BDR to ensure collective success across Outpost24’s full cybersecurity product suite
- You aren't just making calls; you are a strategic leader and partner to our Account Executives, identifying complex security projects and opening doors to major organizations
- You will be responsible for the top-of-funnel pipeline for yourself and your direct report, ensuring our Account Executives (AEs) have a steady stream of high-quality meetings with qualified decision-makers
- Direct Supervision: Manage one BDR, providing guidance on outreach techniques and professional development
- Quota Accountability: Hold an individual quota while ensuring your direct report meets their key performance indicators (KPIs)
- Process Optimization: Provide feedback to the Marketing team on lead quality and campaign resonance to help the team optimize future outreach
- Rapid Response: Lead by example in rapidly responding to and qualifying inbound leads generated by marketing campaigns
- Discovery Mastery: Conduct discovery calls to assess pain points, technical requirements, and budget alignment
- Objection Handling: Master the Outpost24 value proposition to handle objections and secure introductory meetings
- Pipeline Management: Proactively build and manage a pipeline of net-new business through multichannel outreach
- Strategic Engagement: Utilize LinkedIn Sales Navigator and InMail to identify and engage C-level stakeholders and security directors
- Personalization: Draft and execute personalized email sequences and conduct cold calling campaigns to spark interest and uncover active cybersecurity projects
- Account-Based Strategy: Partner closely with AEs to develop account-based strategies for "must-win" logos
- CRM Integrity: Maintain meticulous records in Salesforce to ensure a seamless handoff to the sales team
Our take
With cybercrime expected to cost the world economy over $9T in 2024, cybersecurity has never been more important. Outpost24 was founded in 2001 to help companies manage the growing threat of cyber criminals by assessing and testing an organisation's IT vulnerabilities and providing visibility of the assets at risk so that security holes can be closed before they are exploited by bad actors.
The cybersecurity sector is crowded, and Outpost24 faces intense competition from the likes of IBM and Cisco, not to mention a host of startups focusing on issues in the space. However, Outpost24 has managed to carve out a place for itself with a focus on security testing rather than becoming distracted by diversifying into other solutions. It is also the only company to offer full coverage across network, device, web, cloud data and user security in a single package. This approach has stood it in good stead for over 20 years and garnered it a client base of over 2,500 customers including HMV, BBC Worldwide and The Belgian National Lottery.
Outpost24 was acquired by Vitruvian Partners in 2022. With the injection of funding provided by its new parent company, Outpost24 is accelerating its product development and increasing its marketing efforts. While it is a significant business in the European and US markets, it is aiming to grow its market share and expand internationally in the near future.
Steph
Company Specialist at Welcome to the Jungle
Insights
23% employee growth in 12 months
Company
Funding (1 round)
Dec 2020
$22.3m
GROWTH EQUITY VC
Total funding: $22.3m
Company HQ
Pottholmen, Karlskrona, Blekinge län
Leadership
Karl Thedeen
(CEO)Previously SVP, Head of Metro Business group at Infinera and CEO of Transmode.
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