Business Development Representative BDR

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Security 101 is seeking an Inside Business Development Representative (BDR) responsible for generating qualified pipeline by engaging prospective customers, existing accounts, and marketing-generated leads through strategic outbound prospecting and data-driven sales campaigns. Operating primarily within Hub Spot, this role executes targeted sales plays, nurtures prospective buyers, supports Account-Based Marketing (ABM) initiatives, and identifies cross-sell and upsell opportunities across Security 101's installed customer base.

Working in close partnership with Marketing and the field sales organization, the BDR plays a critical role in converting demand into revenue opportunities and accelerating company growth.

This is a Full-time position with an annual salary of $55,000-$60,000 non-exempt, commensurate with skills, and experience.

Our benefits include medical, dental, vision, prescription coverage, life and disability insurance, 401(k) match plan, paid holidays, PTO and more.

Why join Security 101?

• Competitive compensation
• Industry-leading security solutions and support
• Growth opportunities in a dynamic, expanding company
• A team-oriented culture that values high performance

• 1–3 years of business development, inside sales, lead generation, or sales development experience.
• Excellent communication and organizational skills.
• Comfortable with high-volume outbound prospecting.
• Experience with CRM platforms (Hub Spot preferred).
• Experience in electronic security, physical security, technology, SaaS, or B2B solution sales preferred.

Key Responsibilities:

• Identify and engage new prospective customers through outbound calling, email, Linked In, and digital prospecting.
• Generate qualified appointments and opportunities for outside sales.
• Research target accounts, decision makers, and buying centers.
• Maintain consistent prospecting activity to achieve pipeline goals.
• Conduct proactive outreach to existing customers to uncover cross-sell, upsell, refresh, service, and managed services opportunities.
• Partner with Marketing to execute ABM follow-up, webinar follow-up, event follow-up, digital campaigns, target account campaigns, vertical initiatives, product launches, and territory sales plays.
• Specialize in assigned vertical markets as needed.
• Schedule qualified discovery meetings and document customer intelligence in CRM.
• Collaborate with Marketing and Sales to improve campaigns and messaging.

Hub Spot & Sales Technology Responsibilities:

• Execute outbound prospecting campaigns using Hub Spot Sequences.
• Manage daily prospecting using Hub Spot Tasks and Work Queues.
• Qualify inbound and marketing-generated leads within established SLAs.
• Execute follow-up strategies for ABM campaigns.
• Manage nurture sequences for prospects not yet sales-ready.
• Maintain CRM accuracy for contacts, companies, opportunities, lifecycle stages, and lead status.
• Identify trigger events such as expansions, acquisitions, refresh cycles, and staffing changes.
• Collaborate with Marketing using Hub Spot reporting and dashboards.
• Support CRM data hygiene initiatives.

Marketing Alignment:

• Follow up on webinar attendees.
• Follow up on event attendees.
• Respond to digital campaign engagement..
• Execute industry-specific campaigns.
• Support new solution launches.
• Reactivate dormant opportunities.
• Re-engage inactive customers.
• Run installed-base expansion campaigns.
• Support Pro AV cross-sell initiatives.
• Support managed services campaigns.
• Coordinate territory growth initiatives with field sales.

• Bachelor's degree or equivalent experience.

Security 101 is a DFWP and EOE. Our employees work in a motivating, team-oriented work environment. #LI-DNI