As a Sales Development Representative (SDR/BDR), you will take ownership with drive and autonomy for proactive lead generation, pipeline development, and delivering initial customer presentations.
Build and maintain your own lead pipeline through structured outbound activities (email, phone, LinkedIn, video).
Research and target primarily technical decision-makers (e.g., CISOs, IT heads) at enterprise customers.
Qualify inbound and outbound leads using structured discovery (BANT).
Independently conduct initial remote product presentations for qualified leads.
Schedule appointments, prepare, and hand off to the responsible sales team for follow-up meetings and later or more complex deals.
Design, build, and continuously optimize BD and sales campaigns (e.g., multi-touch outbound sequences, topic-based campaigns, account-based approaches) in close coordination with marketing and sales.
Evaluate, select, and implement appropriate sales tools (e.g., for prospecting, intent signals, data enrichment, sequencing) to continuously improve efficiency, quality, and scalability in business development.
Actively contribute to and continuously develop our BD/SDR processes, playbooks, and best practices — from initial idea through testing to application.
Diligently maintain all activities and contacts in the CRM (HubSpot) and provide meaningful reporting of your pipeline and KPIs.
Represent xorlab at events and webinars, both online and offline.

At least 3 years' experience in outbound sales (BDR/SDR/Inside Sales) in the B2B software, IT, or cybersecurity sector.
Proven success in lead generation, appointment setting, and ideally conducting initial product presentations for enterprise customers.
Strong conceptual thinker, structured in your work, and enjoy designing, testing, and continuously improving BD structures, campaigns, and playbooks.
Experience using — and ideally evaluating/implementing — modern sales tools (e.g., CRM, sales engagement, sales intelligence, data providers).
Strong interest in IT security and a solid technical understanding to competently engage CISOs, IT leaders, and other mostly technical stakeholders.
Strong communication skills across all channels — written, by phone, in remote presentations, and in person.
Self-organized, structured working style with high personal responsibility and ownership.
Fluent German (spoken and written) and business-fluent English.

A key role in the continued scaling of an established, successful cybersecurity provider in the DACH region.
Significant scope to shape and develop our business development function and direct influence on sales success.
Personal training budget and modern sales tools to continuously increase your impact.
Flat hierarchies, short decision-making paths, and a closely collaborating team of Sales, Marketing, and Customer Success.
Hybrid work model offering flexibility and an international, committed team.
Attractive salary package with base and bonus.
An open company culture where having fun is also valued.

Business & Sales Development Representative – Cyber Security

Key skills