About The Position

XM Cyber is a global leader in exposure management across on-prem and multi-cloud networks. By discovering, prioritizing, remediating, and validating real exposures, XM Cyber secures an enterprise's environment before an attacker can exploit it. The exposure management platform enables companies to rapidly prioritize and respond to cyber risks affecting their business-sensitive systems.

We are seeking an experienced business development representative (BDR) for the North America region. You will be the first line of communication with our prospects. Your role will focus primarily on inbound leads and progressing early stage opportunities. You will need to have a good understanding of our sales process and excel at managing relationships and relating business pains with XM's solution. If you're a self-starter, have strong interpersonal skills, and ambitious, XM Cyber is an excellent place to grow your career.

Role & Objectives

• Represent XM Cyber, starting with a comprehensive understanding of how our solution solves the pain of our customers.
• 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 a target account.
• Attend industry events and start conversations in order to actively discover how XM can solve core business challenges.
• Manage and maintain a pipeline of interested prospects and engage sales executives to coordinate next steps.
• Leverage email, calls, and LinkedIn to build relationships, develop opportunities, and progress pipeline.
• Set up and engage in meetings with prospective clients along with regional sales directors.
• Help with the discovery and positioning phases of opportunities. Be able to speak to the value XM Cyber brings and how that translates to solving the customer’s pinpoints.
• Work closely with the regional sales director to progress early stage opportunities and maintain relationships and communication with prospects.
• Use Intent-based data and other analytic platforms to focus on prospects who are most likely in the market to purchase a solution like ours or who have addressable pain.
• Qualify early-stage deals using MEDDPICC Sales Methodology.

• At least 2 years of business development experience, with a history of exceeding targets.
• Passionate about sales and generating business opportunities in a highly advanced cybersecurity company.
• Enterprise BDR experience
• Cybersecurity background
• Excellent communication skills, both written and verbal.
• Creative problem-solving approach and strong analytical skills.
• Knowledge of industry-standard sales technologies, such as Salesforce, Outreach, LinkedIn, ZoomInfo, Amplemarket, etc.
• Strong interpersonal and organizational skills to foster relationships.
• Self-motivated individual that actively looks for ways to increase productivity.
• Team player that's willing to work cross-functionally with Sales, Pre-Sales, Marketing, and others to find and progress pipeline
• Ability to work in a remote-first work environment