Business Development Representative

Position Summary

Armis from ServiceNow is seeking a highly motivated and experienced Business Development Representative (BDR) to join our growing sales team. This role is crucial in driving top-of-funnel growth by identifying and qualifying high-potential leads for our Account Executives. The ideal candidate will possess a proven track record of success in BDR roles, particularly within the cybersecurity or enterprise software industry. They will be a self-starter with excellent communication and organisational skills, and a strong understanding of the sales process.

Responsibilities

• Lead Generation & Qualification:
  • Proactively identify and generate new business opportunities through targeted outbound prospecting, including cold calling, emailing, social selling, and leveraging relevant industry events.
  • Qualify and convert inbound leads generated from marketing campaigns, events and website inquiries.
  • Conduct thorough research to understand prospect needs, pain points, and business objectives.
  • Utilise CRM (Salesforce) to accurately track and manage all activities and interactions.
• Pipeline Management & Development:
  • Schedule discovery calls for qualified sales opportunities for Account Executives.
  • Develop and maintain a strong understanding of Armis' products and services, and their value proposition to help accelerate opportunity progression.
  • Collaborate with marketing, channel and sales teams to optimise lead generation and qualification processes.
  • Territory buildout responsibilities in partnership with your Account Executives (account mapping, research, persona mapping).
• Market & Industry Knowledge:
  • Stay up-to-date on industry trends, competitive landscape, and emerging technologies in the cybersecurity space.
  • Develop a strong understanding of target industries and customer personas.
  • Provide feedback to marketing and product marketing teams based on prospect interactions and market insights.
• Performance & Reporting:
  • Consistently meet or exceed monthly and quarterly targets for qualified opportunities and meetings.
  • Provide regular reports on activity, pipeline, and performance metrics.
  • Participate in ongoing training and development to enhance sales skills and product knowledge.

Qualifications

• Experience:
  • Minimum of 1-2 years of experience in a BDR or sales development role, preferably in the cybersecurity or enterprise software industry.
  • Proven track record of consistently exceeding sales targets.
  • Experience with CRM systems (Salesforce preferred) and sales enablement tools.
  • Experience working collaboratively across business functions (Channel, Sales, Marketing).
• Skills:
  • Excellent verbal and written communication skills.
  • Strong prospecting, qualification, and creative problem solving skills.
  • Ability to build rapport and establish relationships with potential customers.
  • Strong organisational and time management skills.
  • Ability to work independently and as part of a team.
  • Confidence in articulating a multi-product suite (platform sale).
• Customer-Centric Approach:
  • Demonstrated ability to understand customer pain points and translate them into specific solutions with measurable business outcomes.
  • Strong follow-up skills to ensure customer satisfaction and continued success post-sale.
• Professional Growth Mindset:
  • Hungry & Hardworking, self-motivated, results-driven, and goal-oriented with a strong desire to succeed.
  • Open to coaching, feedback, and continuous sales skills and technical knowledge improvement.

Pay & Benefits

• Base pay: $57,720 - $89,460, plus equity (when applicable), variable/incentive compensation and benefits.
• Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure.
• Health plans, including flexible spending accounts.
• 401(k) Plan with company match.
• ESPP (Employee Stock Purchase Program).
• Matching donations.
• Flexible time away plan and family leave programs.
• Compensation is based on the geographic location in which the role is located and is subject to change based on work location.