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About the Role

XM Cyber is seeking an experienced Business Development Representative (BDR) for the North America region. This role focuses on inbound leads and progressing early-stage opportunities, requiring a strong understanding of the sales process, relationship management, and aligning business pains with XM's solutions. The ideal candidate is a self-starter with strong interpersonal skills and ambition.

Responsibilities

• Represent XM Cyber with a comprehensive understanding of how the solution solves customer pain points.
• Manage a pipeline of inbound leads from industry events, website submissions, and intent indicators.
• Generate opportunities by building relationships, nurturing warm prospects, and expanding interest within target accounts.
• Attend industry events to discover how XM can solve core business challenges.
• Manage and maintain a pipeline of interested prospects and engage sales executives for next steps.
• Leverage email, calls, and LinkedIn to build relationships, develop opportunities, and progress pipeline.
• Set up and engage in meetings with prospective clients and regional sales directors.
• Assist with the discovery and positioning phases of opportunities, articulating XM Cyber's value proposition.
• Collaborate with regional sales directors to progress early-stage opportunities and maintain prospect relationships.
• Utilize intent-based data and analytic platforms to focus on high-potential prospects.
• Qualify early-stage deals using the MEDDPICC Sales Methodology.

Requirements

• At least 2 years of business development experience with a history of exceeding targets.
• Passion for sales and generating business opportunities in an advanced cybersecurity company.
• Enterprise BDR experience.
• Cybersecurity background.
• Excellent written and verbal communication skills.
• Creative problem-solving approach and strong analytical skills.
• Knowledge of industry-standard sales technologies (Salesforce, Outreach, LinkedIn, ZoomInfo, Amplemarket, etc.).
• Strong interpersonal and organizational skills for relationship building.
• Self-motivated with a drive to increase productivity.
• Team player willing to work cross-functionally with Sales, Pre-Sales, Marketing, and others.
• Ability to work in a remote-first environment.

Skills

• Salesforce
• Outreach
• LinkedIn
• ZoomInfo
• Amplemarket
• MEDDPICC Sales Methodology
• Communication
• Interpersonal skills
• Organizational skills
• Problem-solving
• Analytical skills

Location

• North America
• Remote

Work Type

• Remote-first

Experience Level

• 2+ years of business development experience

About the Company

• XM Cyber is a global leader in exposure management across on-prem and multi-cloud networks.
• The exposure management platform enables companies to rapidly prioritize and respond to cyber risks affecting their business-sensitive systems.