Business Development Representative

Fortreum is a trusted leader in cloud and cybersecurity services, ranked among the Top 5 FedRAMP Third Party Assessment Organizations. The Business Development Representative will focus on generating high-quality Sales Accepted Leads through targeted outbound demand generation activities, working closely with Account Executives to contribute to the company's sales goals.

Responsibilities:

• The Business Development Representative (BDR) will be responsible for meticulously generating high-quality, Sales Accepted Leads (SALs) through targeted outbound demand generation activities
• This role focuses on identifying opportunities within cybersecurity compliance, audits, assessments, technical testing, and advisory services
• The BDR will be a crucial partner to our Account Executives, directly contributing to the achievement of company sales goals and the cultivation of a robust, qualified sales pipeline
• Specifically, you would work closely with all members of the team supporting the following work activities: Outbound Demand Generation Execute strategic outbound campaigns via email and phone, targeting key prospects within Fortreum’s Target Markets
• Conduct in-depth research to build comprehensive prospect lists using LinkedIn Sales Navigator, Salesforce, and other intelligence tools
• Develop and iterate compelling talk tracks and messaging tailored to specific persona challenges (e.g., CISOs, IT Directors, Compliance Managers, ISSOs, ISSMs, Product Managers)
• Engage prospects in meaningful conversations, uncovering their critical cybersecurity compliance challenges and technical security needs
• Qualify prospects rigorously by identifying their specific pain points, understanding the prospect decision makers and their buying process
• This qualification ensures alignment with our internal SAL criteria
• Successfully schedule and coordinate qualified discovery meetings for Account Executives, providing comprehensive context
• Lead Management & Qualification Research, document, and meticulously track all inbound leads from various sources (web forms, events, referrals) within Salesforce
• Conduct initial qualification calls to assess strategic fit, urgency, and interest level
• Build detailed customer profiles in Salesforce, documenting key insights including articulated pain, potential metrics, economic buyer, and known decision criteria/process
• Execute timely, professional, and well-documented handoffs of SALs to Account Executives, ensuring a seamless transition
• Actively support marketing-driven campaigns and ensure timely follow-up on event registrations and content downloads
• Pipeline Development & Collaboration Maintain consistent and high-volume daily outreach activities and systematic follow-up sequences
• Collaborate closely with assigned Account Executives to align on target accounts, strategic messaging, and pipeline development strategies
• Provide actionable market intelligence and prospect feedback to continuously inform and refine our sales and marketing strategies
• Serve as a proactive contributor to the sales team, supporting the achievement of quarterly and annual revenue goals by consistently delivering qualified pipeline
• Key Performance Indicators SALs Generated: Achieve the target amount SALs per month, defined as qualified opportunities formally accepted by an Account Executive based on established criteria Lead Response Time (First Touch): Maintain an average response time of less than 2 hours for all inbound leads during business hours

Requirements:

• 1-2 years of B2B outbound prospecting and lead generation experience, preferably in technology or cybersecurity, with proven track record of meeting pipeline generation targets
• Exceptional listening skills with ability to ask probing questions, uncover pain points through discovery conversations, and engage C-level executives (CISOs, IT Directors) using a consultative approach rather than pitching
• Hands-on experience with Salesforce CRM, LinkedIn Sales Navigator, and sales intelligence tools for prospect research, lead management, and activity tracking
• Strong qualification skills using structured methodologies to identify decision-makers, pain points, and buying processes while maintaining detailed prospect documentation
• Demonstrated ability to manage high-volume daily outreach activities, systematic follow-up sequences, and collaborate effectively with Account Executives and marketing teams
• Strong written and verbal communication skills with ability to conduct in-depth prospect research and develop compelling, persona-specific messaging for cybersecurity professionals
• Experience in cybersecurity, compliance, or technology services industries
• Familiarity with cybersecurity frameworks (SOC 2, PCI DSS, CMMC, NIST)
• Understanding of B2B sales methodologies (MEDDIC, BANT, etc.)
• Experience with Salesforce CRM and sales engagement platforms