Business Development Representative, Mid-Market

Elastio is a fast-growing ransomware security company built around Active Intrusion Management, a new category for detecting active attackers inside the one layer the rest of the security stack does not inspect: the data layer.

Pursuit runs the detection layer: active intrusion detection across kill chain stages 3 through 5, off-host and agentless.
Hunt inspects the surrounding data estate, live data, replicated data, and backup data, in that order, so recovery points are proven clean before recovery is ever needed.

We built our business on large enterprises. We are now extending into mid-market on the strength of this AIM capability. This is a build phase. The playbook is still being written, and these two hires help write it.

We are hiring two Business Development Representatives to build outbound pipeline for our new mid-market motion. You are the first point of contact for mid-market IT and security leaders: qualifying interest, booking meetings, and handing off to Account Executives.

Location:

This is an in-person role based in The Plains, VA. The commute runs against traffic in both directions.

• Run high-volume outbound (call, email, Linked In) into mid-market security and IT buyers
• Qualify inbound and outbound leads against defined ICP criteria
• Book qualified meetings for the Account Executive team
• Learn and articulate Elastio's core positioning: active intrusion detection in the data layer, not just backup existence
• Hit and exceed monthly activity and pipeline targets

• 2 to 3 years of software sales experience, specifically selling cybersecurity software into mid-market accounts
• Bachelor's degree required
• Demonstrated track record of hitting outbound activity and pipeline targets
• Based in or willing to work from the Gainesville, VA area
• Strong written and verbal communication skills

• Competitive and resilient. Comfortable with rejection and volume
• Wants a career in enterprise cybersecurity sales, not a job
• Takes ownership without being told twice
• Wants to innovate and take risks rather than follow a fixed script
• Wants to get in early at a company still building its category

• Base salary plus uncapped commission, with typical on-target earnings (OTE) of $50K-$75K.
• Defined path to Account Executive for BDRs who hit target
• Direct exposure to company leadership and deal strategy from day one