Senior Business Development Representative - Public Sector

Summary

The Senior Business Development Representative, Public Sector is responsible for prospecting into Public Sector accounts, generating qualified pipeline, and collaborating with partners and channel ecosystem.

Outcomes & KPIs

• Owned: A consistent, growing flow of qualified Public Sector pipeline for the field sales team.
• Deep, well-nurtured engagement across the assigned target account list, in partnership with Field Sales and channel partners.
• Qualified meetings booked and held per month.
• Pipeline dollars sourced per quarter.
• Lead-to-opportunity conversion rate in Salesforce.
• Engagement coverage across Target Account Program accounts.
• Prospect attendance sourced for targeted Menlo field events.

What You'll Do

• Possess a proven track record in cold calling and qualifying leads.
• Prepare for calls and draft tailored outbound messaging using AI tools.
• Deliver Menlo's pitch and technology story, adapting it to the specific mission and needs of each prospect.
• Manage and nurture leads in Salesforce, reducing administrative time with AI-generated call summaries and CRM enrichment.
• Work with partners, resellers, and Federal System Integrators to expand Menlo's reach into Federal agencies, State and Local organizations, and Public Sector departments within commercial entities.
• Support Target Account Programs to grow large Enterprise accounts, nurturing them closely with Field Sales.
• Invite and schedule prospects for targeted Menlo field events; occasional travel may be required.

Functional Competencies Required

• 1-3 years of business development or sales development experience within the IT industry and/or selling cybersecurity or SaaS products.
• Ability to understand technical information and explain it in simple, clear terms.
• Proficiency with Salesforce for tracking meetings, opportunities, and prospect details.
• Strong organization and time management skills.
• Bachelor's degree or equivalent experience.
• Willingness to travel occasionally.

Preferred / Nice to Have

• Cybersecurity industry background.
• Knowledge of Public Sector agencies, budget and procurement cycles, and contract vehicles.
• Experience with prospecting and marketing automation tools such as Outreach.io, ZoomInfo, or LinkedIn Sales Navigator.
• Experience using AI sales tools for account research, outreach personalization, or call summarization.
• Knowledge of sales and marketing principles and strategies.
• Proficiency with Microsoft Office and Google Workspace.
• Experience thriving in a fast-paced, high-growth environment with constant learning.

Compensation & Benefits

• Base Salary range: $58,100 - $74,900.
• Stock-based compensation grants for eligible employees.
• Equal opportunity employer.