Business Development Representative, West

Who We Are Ready to make a real impact in cybersecurity? At Critical Start, we're not just protecting organizations; we're redefining how it's done. We're a team united by an inspiring purpose: to stop breaches, simplify security, and shape the future of cyber defense. If you're passionate about cutting-edge technology, thrive in a collaborative environment, and want your work to truly matter, you've found your home. We deliver 24x7 AI-accelerated, human-validated detection, investigation, and response across IT and OT. This means we cut through the noise, investigate real threats, and take trusted, SLA-backed action—all powered by the brightest minds and the latest AI. Since 2012, we've been helping organizations outpace evolving attacks with faster response, fewer escalations, and measurable risk reduction. Innovation isn't just a buzzword here; it's our DNA. We pioneered the first MOBILESOC app for on-the-go detection and response, infused AI into automated alert resolution to eliminate noise, and slashed investigation time by an astounding 99.3%. We're transforming how security teams work, and you could be a part of it. From AI-assisted triage to analyst copilots that elevate human expertise, we combine machine intelligence with human judgment to deliver outcomes our customer’s trust. If you're looking for a high-trust, high-impact team where your ideas are amplified by AI and valued by colleagues and customers alike, Critical Start is the place for you. Come build the future of cybersecurity with us. Want to hear from our team? Watch these videos to gain insights into life at Critical Start or check out our Glassdoor reviews for an inside look. Who You Are The Business Development Representative (BDR) plays a central role in building qualified pipeline through AI-driven outbound. This role blends strategic intent analysis with modern AI-powered research, personalization, and automation to generate meaningful conversations with target accounts, not just volume, across an assigned territory and named account list. This position sits at the intersection of Marketing, Sales, Partners, and Operations. The ideal candidate understands how intent signals, buyer behavior data, and strategic timing unlock opportunities that matter, and thrives in a fast-moving environment where owning a workflow, identifying high-value targets independently, and creating thoughtful, conversion-ready outreach are core to success. We're looking for someone who: Brings a self-starter mindset with an entrepreneurial, strategic approach to pipeline development Leads with a team-first mentality, knowing the best results come from collaboration across Marketing, Sales, and Operations Is energized by quality pipeline creation and precision outbound that drives real engagement Balances strategic account-based research with programmatic outreach cadences, consistently prioritizing signal over volume and account penetration over activity metrics Leverages AI tools (including Claude Cowork, intent platforms, and automation) for research, analysis, personalization, content drafting, workflow optimization, and productivity Partners closely with Demand Generation teammates to coordinate campaigns, event follow-up, and outbound execution Seeks opportunities to optimize workflows, automate repeatable tasks, and increase speed-to-lead Thinks buyer-first: researching pain points, industry context, and business timing before reaching out Owns the metrics that matter: engagement quality, response rates, meeting quality, and pipeline influence This is an excellent opportunity for someone looking to contribute to a fast-growing cybersecurity company, deepen their understanding of buyer psychology and security operations, and build a strong foundation in data-driven marketing and sales enablement. What You Will Be Doing? Strategic Outbound & Pipeline Generation Design and execute precision outbound sequences using email, LinkedIn, and targeted calls, informed by intent data, firmographics, and behavioral signals Research and prioritize target accounts using a blend of AI-driven insights, technographic data, recent news, and security incidents (breaches, vulnerability patterns, hiring trends) Build account-level playbooks that identify buyer personas, pain points, and strategic timing windows rather than relying on generic blast sequences Partner with Sales to identify target accounts, co-develop account penetration plans, and validate messaging resonance with target personas Intent Analysis & Signal-Based Targeting Analyze and interpret intent signals (6sense, ZoomInfo, firmographic shifts, security events) to identify high-confidence buying moments Build custom audience segments based on multi-signal analysis (intent + industry + company size + recent security news + competitive triggers) Document signal patterns and engagement outcomes to continuously refine targeting and timing assumptions Share prospect and market insights with Marketing leadership to influence campaign positioning, messaging, and ICP refinement AI-Powered Research & Personalization Use Claude and AI tools to conduct rapid, in-depth company and persona research prior to outreach Generate personalized talk tracks, objection-handling frameworks, and email variations tailored to industry, company stage, and buyer role Develop first-pass email copy, LinkedIn messaging, and call scripts that demonstrate genuine buyer knowledge and strategic relevance Build reusable Claude prompts and workflows for account research, competitive analysis, and persona development Campaign & Event Coordination Collaborate with Demand Generation teammates to co-build and execute outreach around campaigns, webinars, events, and competitive takeout plays Own 100% follow-up on inbound and event leads with speed and precision, ensuring timely routing and adherence to meeting SLA expectations Drive registrations and attendance for partner-led events (Microsoft, VARs, MSSPs) and support post-event conversions Document engagement patterns from campaigns and events to inform targeting and messaging strategies Workflow Automation & Continuous Optimization Build and refine Claude Agents to automate research tasks: monitoring breach incidents, tracking competitive moves, identifying intent signals, and surfacing account triggers Create reusable workflows within Groove/Clari for account penetration sequences, meeting-request cadences, and event follow-up Maintain and continuously test templates, talk tracks, and snippets to improve response rates and engagement quality Document best practices, conversion patterns, and outreach learnings for team adoption and ongoing optimization Data & Analytics Log all outbound and event activities accurately in Salesforce to maintain clean lead, contact, and account data hygiene Analyze engagement metrics (open rates, reply rates, response sentiment, meeting conversion) to assess messaging quality and target relevance Track leading indicators: accounts researched, sequences launched, conversations initiated, and pipeline influenced Provide weekly updates on outbound activity, engagement quality, pipeline creation, and key learnings Collaboration & Stakeholder Support Work with Account Executives and channel partners to understand territory priorities and identify expansion and new logo opportunities Support Sales with research, talk tracks, and strategy documents for target accounts Partner with Marketing Operations and Demand Generation on execution, data quality, and feedback loops Share prospect intelligence and market trends with Marketing leadership to influence strategy and positioning What You Will Bring? Required Qualifications: 2+ years of experience in a BDR, SDR, inside sales, demand generation, or related lead generation role Demonstrated success building targeted outbound workflows and generating qualified meetings Experience using Claude or similar AI tools for content generation, research, sequencing, and workflow efficiency Strong ability to stay organized, self-directed, and independently prioritize daily execution against strategic goals Proficiency with Salesforce, 6sense, Groove/Clari, LinkedIn Sales Navigator, and B2B intent tools Excellent communication skills — clear, concise writing, strong verbal presence, and the ability to personalize messaging for different buyer personas High attention to detail with the ability to analyze performance data and adjust strategy based on results and learnings A genuine appetite to learn cybersecurity, MDR, security operations, competitive landscapes, and buyer pain points Collaborative mindset with an eagerness to learn and genuine curiosity about how buyers think, operate, and make decisions Preferred Qualifications Bachelor's degree in business, sales, marketing, or a related field Experience in B2B cybersecurity, adjacent industries, or SaaS environments Background working in partner-led sales environments (Microsoft, VARs, MSSPs, or similar ecosystems) Familiarity with account-based marketing (ABM) initiatives and execution Experience with intent data platforms, technographic analysis, or firmographic segmentation Track record of building and optimizing workflows, templates, and automation — comfort with a build-test-refine approach Understanding of marketing and pipeline metrics (CAC, pipeline influence, engagement benchmarks) What It's Like Working Here Imagine a dynamic, enjoyable, and rewarding work environment. We are professionals, and the work we do holds immense significance, like saving our customers from potential disasters. However, we believe in not taking ourselves too seriously. Prefer a casual dress code every day? No problem, as we find comfort enhances our thinking. Our workplace in Plano, TX offers open offices, collaborative meeting spaces, phone rooms, and wellness rooms. In the breakroom, friendly competition arises with games like ping-pong, bubble hockey machine, foosball, or the gaming machine. What harm does a little healthy competition among friends do? What does our Compensation and Benefits package entail? Competitive salary with bonus potential Comprehensive health benefits with generous employer contributions for medical, dental, and vision Additional Ancillary Benefits offered at 100% employee contribution Unlimited PTO (Paid Time Off) policy Paid Parental and Military Leave Dental and Vision Plan Employer-provided Life Insurance, Long-Term Disability, and Short-Term Disability coverage Additional Voluntary Life Insurance coverage 401(k) Plan with Matching Program Mines Employee Assistance Program Monthly Wellness Initiatives Optional Pet Benefits Discount Plan We prioritize your privacy and security. Please note that Critical Start will never request financial information or sensitive personal data during the interview process. If you encounter any suspicious requests, do not respond and contact us directly at [email protected]. Thank you for helping us maintain a safe and trustworthy hiring experience. Critical Start welcomes people from all backgrounds and walks of life. One of our core values is to “Do what’s best for our employees,” and that starts with the hiring process by finding the best candidates and providing an environment that upholds equal employment opportunities for all employees and applicants, strictly prohibiting any form of discrimination or harassment based on race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws. This policy encompasses all aspects of employment, including recruitment, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation, and training. Mental and Physical Requirements It's important to note that specific physical and mental requirements may vary depending on the nature of the office job, organization, and individual responsibilities. Physical: Stationary position for extended periods of time. Constantly operate a computer. Occasionally you may be required to move equipment or other items up to 20 lbs. The ability to communicate information and ideas so others will understand. Must be able to exchange accurate information in these situations. Mental: Must be able to apply established protocols in a timely manner. Make timely decisions in the context of workflow. Ability to complete tasks and perform in situations requiring speed deadlines, or productivity quota. Ability to work effectively and efficiently in high stress situations. Ability to simultaneously address multiple complex problems. For positions that can or will be performed, in whole or in part, remotely within the U.S., range and benefits information for this position are being included in accordance with requirements of various state/local pay transparency legislation. Please note that salaries may vary for different individuals in the same role based on several factors, including but not limited to location of the role, individual competencies, education/professional certifications, experience, performance in the role and potential for revenue generation (sales roles only). Compensation: The total compensation range (base) being offered for this role is [$70,000 - $80,000]. Additional Compensation: This role is eligible for the following: performance-based variable compensation Employment Benefits: Comprehensive health benefits with generous employer contributions for medical, dental, and vision, unlimited PTO (Paid Time Off) policy, paid Parental and Military Leave, dental and vision plan, Employer-provided Life Insurance (up to $100K coverage), Long-Term Disability, and Short-Term Disability coverage, 401(k) Plan with Matching Program, 24/7/365 availability of Employee Assistance Program. Application Deadline: The application deadline for this position is June 15, 2026. How to Apply: Interested candidates are invited to visit our career site and apply for the position: https://www.criticalstart.com/careers/ #LI-CV1 #LI-remote