Business Development Representative (BDR), EMEA

Overview

The Business Development Representative, EMEA is responsible for generating qualified pipeline across a defined EMEA territory through disciplined, highly-personalized outbound prospecting. This role is built for someone who thrives on the fundamentals of outbound: researching accounts, building multi-touch sequences, and picking up the phone. Fluency in English and German is required to effectively prospect into DACH-region accounts alongside the rest of the EMEA territory.

This role works closely with Revenue Marketing's account-based marketing (ABM) programs, using target account lists and intent signals to prioritize outreach, and partners with EMEA Sales to ensure a steady flow of productive meetings that convert into pipeline.

Key Responsibilities

Outbound Prospecting

Execute highly-personalized outbound prospecting across a defined EMEA territory, with particular focus on DACH-region accounts requiring German-language outreach.

Build and run multi-channel, multi-touch sequences (email, phone, LinkedIn) tailored to security and developer buyer personas — CISOs, AppSec leaders, and engineering leadership.

Research target accounts thoroughly before outreach: org structure, tech stack signals, trigger events, and relevant stakeholders.

Consistently deliver productive meetings (booked and occurred) against monthly and quarterly targets.

Target Account & ABM Execution

Work from curated target account lists provided by Revenue Marketing, prioritizing outreach based on account tier, intent data, and campaign engagement.

Coordinate outbound timing and messaging with active ABM campaigns so outreach reinforces (rather than duplicates or contradicts) marketing touches.

Provide feedback to Revenue Marketing on account list quality, messaging resonance, and signal accuracy to continuously improve targeting.

Lead Qualification

Qualify inbound and marketing-sourced leads (MQLs) promptly and accurately, ensuring clean hand-off to the appropriate AE.

Maintain accurate, up-to-date activity and disposition records in Salesforce.

Collaboration

Partner with EMEA AEs on account strategy and meeting hand-off quality.

Work with the BDR Team Lead on territory planning and prioritization.

Qualifications

Fluent in English and German (written and verbal); additional European languages a plus.

Prior BDR/SDR, sales, or outbound prospecting experience preferred; strong outbound work ethic and coachability matter more than years of experience.

Comfortable with structured, highly-personalized outbound activity (calls, emails, social) and account-based targeting.

AI-proficient — uses AI tools to research accounts and personalize outreach efficiently.

Familiar with Salesforce and standard sales engagement tooling, or able to ramp quickly.

Interest in security or developer-tooling space is a plus, not required.

What Awesome Looks Like

A territory that's worked systematically against a prioritized target account list — not random or reactive.

Outreach that reflects real account research, not generic templates.

Consistent, disciplined activity that translates into productive meetings, quarter over quarter.

You're joining us at an exciting stage of our journey, and you’re a key piece to what comes next. Expect real room to create impact and deliver on your ideas. The pace is quick and the bar is high; in return, you get genuine ownership and the kind of growth that only comes from building something that matters.

We also know you do your best work when you're rested and energized. Flexibility here runs on trust: we trust you to deliver when it counts, and we trust you to take the time you need to recharge. With teammates around the world, your hours can flex to fit your life, backed by generous leave and work-from-home options that help you make work work for you.

You'll join a tight-knit team that values humility and giving back, both to the community and to each other. Making the world a little brighter as we make it more secure is part of being a Warrior.

We live and work by the Warrior Code. It means getting feedback you can trust, shared without fear. It means no genius jerks: how you treat people counts as much as what you deliver. We do what we say we'll do, we celebrate the wins properly, and we do the right thing even when no one's watching. Come as you are, bring your best, and we'll do the same.