Business Development Representative

Theori is a leader in offensive cybersecurity, founded by Carnegie Mellon University alumni. They are seeking a Founding Business Development Representative to build the top of their North American pipeline, focusing on outbound prospecting and qualifying leads for sales.

Responsibilities:

• Own outbound prospecting into target accounts across North America: build account lists, run multi-channel sequences (email, phone, LinkedIn, video), and book qualified meetings for sales
• Qualify inbound leads from marketing, events, webinars, and Xint's growing organic presence (LinkedIn, X, The Verge, webinars) and route them to the right next step
• Build the BDR playbook with sales leadership: ICP definition, messaging by persona (CISO, AppSec lead, Head of Engineering, DevSecOps), call scripts, sequences, objection handling, and qualification frameworks
• Develop deep working knowledge of Xint Web and Xint Code – and of the broader AppSec / DAST / autonomous pentesting landscape (XBOW and other emerging AI security players) – so you can hold a credible first conversation with a technical buyer
• Partner with Product Marketing on campaigns, content, and competitive positioning; feed signal from prospect calls back into messaging and roadmap
• Maintain rigorous CRM hygiene in HubSpot so the team can forecast and iterate
• Hit and exceed quarterly meeting and pipeline-generation targets; report on what's working and what isn't

Requirements:

• 1 - 3+ years in a BDR, SDR, or outbound sales role, ideally at a B2B SaaS company. High-performing first-jobbers with relevant internships and a hunger to build will be considered
• A track record of consistently hitting or exceeding outbound activity and pipeline targets in a metrics-driven environment
• Technically curious. You don't need to be a hacker, but you can speak credibly about software, cloud, and security concepts after doing the reading – and you enjoy learning a complex product
• An exceptional written and verbal communicator who can earn a busy CISO's attention in three sentences
• A self-starter who thrives in ambiguity. You're energized by being first, comfortable building from a blank page, and resilient when sequences flop and you have to rebuild
• High ownership, low ego, coachable. You ask for feedback, apply it quickly, and share what's working with the team
• Experience selling cybersecurity, DevTools, developer platforms, or other technical B2B SaaS to engineering or security buyers
• Familiarity with AppSec concepts (DAST, SAST, OWASP Top 10, attack surface management, penetration testing)
• Hands-on experience with HubSpot, Outreach/Salesloft, LinkedIn Sales Navigator, ZoomInfo/Apollo, Gong, or similar
• Worked in an early-stage / founding-go-to-market environment before