Senior Business Development Representative; Sr. BDR

About Whistic

Whistic is a risk operations platform that helps security and compliance teams assess, monitor, and manage third-party vendor risk. We combine automated assessments, continuous monitoring, and compliance controls to replace slow, manual risk processes with intelligent workflows.

Our values are Extreme Ownership, Customer Focused, Driven by Results, and Do What's Right, Speak Up.

The Role

You will be Whistic's only dedicated BDR, with one primary objective: build qualified pipeline.

This is not an entry-level SDR role. We're looking for an experienced Senior BDR who has already proven they can create pipeline through outbound prospecting and is ready to own that motion with a high degree of independence.

You know how to prioritize accounts, break into buying committees, cold call effectively, multi-thread the right people, and develop an account over time. You understand that great outbound is not just activity. It takes judgment, persistence, creativity, and knowing when to change the approach.

We provide the ICP, target accounts, positioning, and resources. You bring the experience and hunger to turn them into pipeline.

You'll also work inbound leads and support field events, but your success will be driven primarily by your ability to proactively create opportunities.

This is a fully remote, U.S.

-based role reporting to our Head of Product Marketing, with travel for events and team meetups.

What You'll Do

Build and Develop Pipeline

• Own outbound pipeline generation across Whistic's target accounts.
• Prioritize accounts, identify the right buyers, and determine the best path to engagement.
• Cold call daily and prospect across phone, email, Linked In, video, and other channels.
• Build and maintain prospect lists using Clay, market research, intent signals, firmographic data, and trigger events.
• Identify net-new accounts that fit our ICP and develop them into qualified opportunities.
• Multi-thread 5+ contacts across Info Sec, GRC, risk, procurement, and vendor management.
• Build account strategies around likely champions, economic buyers, blockers, compelling events, and entry points.
• Develop accounts over time rather than treating a lack of immediate response as a dead lead.
• Test and improve outbound messaging, sequences, and plays based on what is actually creating pipeline.
• Use Claude, ChatGPT, Gong, and other tools to improve research, personalization, and call preparation.

Operate Like a Senior BDR

• Bring your own point of view on how to prospect, prioritize accounts, and develop pipeline rather than waiting for a daily playbook.
• Know the third-party risk landscape and Whistic's competitive position well enough to hold credible business conversations.
• Recognize buying signals, uncover pain, and know when an opportunity has enough substance to bring in an AE.
• Partner with AEs on priority accounts and provide clean handoffs with pain, stakeholders, context, and next steps.
• Know your funnel, identify where it is breaking, and make adjustments without waiting for someone else to diagnose it.
• Bring buyer feedback, objections, competitive intelligence, and messaging insights back to Sales and Marketing.

Support Inbound and Events

• Qualify inbound leads quickly and with good judgment.
• Support pre-event outreach, onsite conversations, and post-event follow-up to turn events into pipeline.

What You'll Need

• 3–5 years of B2B SaaS pipeline generation experience, including at least 2 years in an outbound-first role.
• A documented record of exceeding pipeline or meeting targets.
• Proven experience personally breaking into target accounts and turning cold outreach into qualified pipeline.
• Strong cold-calling experience and the willingness to pick up the phone every day.
• Exp…