Business Development Representative

The primary responsibility for the role is to generate pipeline through hands‑on prospecting activities to identify influencers and key decision‑makers within Enterprise accounts. We're looking for driven, resourceful, organized and technically curious people who embrace a team‑first attitude and demonstrate ownership. This is a unique opportunity for an energetic self‑starter to join a growing organization with significant potential for career development and growth.

While our company is growing sustainably, we still have a lot of building and improving to do. This is a great team to join, whether you’re just starting your career or looking to pivot into the tech industry. You’ll have managers and teammates that care deeply about you as a professional and human, and you will learn more than you thought possible.

RESPONSIBILITIES

In this role, you will balance reactive and proactive work, responding to inbound inquiries as well as outreaching to target accounts.

• Utilize cold‑calling, email and social selling methodologies to execute a cadence of outreach steps to convert leads into qualified meetings/ opportunities
• Identify new prospects and strategically initiate outreach through outbound methodologies to develop net new business leads and qualified pipeline.
• Demonstrate expertise in the Gurucul suite of products, the markets we serve, and our ideal customer profile.
• Identify needs, articulate the value proposition and align solution with prospects pain points.
• Qualify leads from marketing campaigns to with the goal of converting them into qualified sales opportunities and viable pipeline for the company.
• Partner with field sales organization to develop account mapping and prospecting plan.
• Partner with marketing and sales to execute account‑based marketing techniques, outreach campaigns to leads, trade show prospects and other campaigns.
• Partner with marketing and leadership to proactively execute experiments and  A/B testing  of cold outbound messaging and tactics that work to convert leads to meetings.
• Nurture, develop and use a relational approach with prospects not ready to take the next step by executing long‑term outreach campaigns.
• Build and maintain knowledge of our technology, competitors and industry trends
• Demonstrate timeline and efficient lead follow up of leads to convert leads to opportunities.
• Proactively partner/ follow up and collaborate with field account executives to keep salesforce up to date.
• Adopt and execute creative methodologies for video‑based prospecting (Ex: Vidyard video prospecting/ Linked In In‑mail video prospecting etc).
• Use research and data to prioritize and customize outreach to target prospects and accounts via email and Linked In
• Use Salesforce and Gurucul dashboards for lead and account management and research including ensuring salesforce is up to date.
• Drive effective discovery conversations to understand users’ needs and goals in to provide them the appropriate resources and communicate how Gurucul can help them
• Identify client needs and suggest appropriate products/services and value proposition.
• Proactively utilize reactive methodologies to accelerate pipeline conversions.
• Report to the Business Development Manager on (weekly/monthly/quarterly) sale results.
• Stay up to date with new products/services and new pricing/payment plans.
• Initiate and schedule Discovery and Demo meetings to connect prospects and quota carrying account executives.
• Meet daily/ weekly KPIs and metrics for Calls, emails to schedule appointments for demos, qualified pipeline.
• Set up meetings or calls between (prospective) clients and Account Executives and consistently meet new business opportunity and pipeline targets.
• Collaborate with cross‑functional teams such as marketing, field enterprise sales team, sales leadership and others to win as a team.

WHO YOU ARE

• 1-2 years of experience in business development, sales, or account management; experience in the cybersecurity industry is a bonus.
• Proven ability to develop new relationships, acquire new accounts, and close deals.
• Strong understanding of the market, industry trends, and customer needs.
• Utilize resourcefulness and a "detective mindset" to…