Business Development Executive

Who We Are

Founded in 2012 by 3 expert hackers with no investment capital, Trail of Bits is the premier place for security experts to boldly advance security and address technology’s newest and most challenging risks. It has helped secure some of the world's most targeted organizations and devices. Our combination of novel research with practical solutions reduces the security risks that our clients face from emerging technologies. Our work helps drive the security industry and the public understanding of the technology underlying our world.   Cybersecurity preparedness is a moving target. Companies like ours are the tip of the spear in the fight against attackers. Our research-based and custom-engineering approach ensures that our client’s capabilities are at the forefront of what’s available. For companies and technologies that live and die by their security, a proactive, tailored approach is required to keep one step ahead of attackers.   Democratizing security information is essential. As part of our business, we provide ongoing informational support through blogs, whitepapers, newsletters, meetups, and open-source tools. The more the community understands security, the more they’ll understand why a company like ours is so unique and valuable.

Role Mission

Trail of Bits is seeking a highly motivated, results-driven Business Development Executive to join our growing Sales team. You'll play a critical role in identifying and creating new qualified sales opportunities, maintaining company-client relationships, and increasing revenue opportunities through targeted research and outreach. This role will focus particularly on our software assurance services within application security and/or cryptography.

The ideal candidate will have an understanding of our cyber security consulting practices, a network of contacts in the industry, and a strong work ethic. You should be interested in working in a highly technical environment and passionate about sales within the industry. This is a unique opportunity to join a thriving, rapidly evolving environment focusing on cutting-edge technology with upward mobility for those who want to take their career to the next level.

What You’ll Achieve

• [Relationship Management]  Leverage our expertise in software security to build and maintain strong connections with influential stakeholders in the technology and software development sectors.
• [Client Outreach] Proactively engage with potential clients to promote our software assurance services to identify and develop new business opportunities.
• [Lead Qualification] Qualify leads from marketing activities as sales opportunities and closely monitor analytics throughout the pipeline: prospecting, email response rates, initial conversation transition, and opportunities. 
• [Pipeline Management] Track all sales activities in our CRM while developing and nurturing our current pipeline of new business opportunities to drive revenue growth. 
• [Multi-Channel Outreach] Coordinate direct outreach to qualified accounts through various channels such as Email, Slack, LinkedIn, Telegram, and Twitter.
• [Technical Articulation] Conduct compelling, high-level technical conversations with targeted prospects by effectively articulating Trail of Bits’ value proposition and services
• [Industry Engagement] Stay informed about industry developments and attend events to introduce new ideas, promote the company’s brand, and identify sales opportunities
• [Marketing Collaboration] Collaborate with the Marketing Team on interesting or impactful social media efforts to bring in potential clients.

What You’ll Bring

• Ideal candidates will have at least 5 years of experience managing a sales pipeline from lead identification through deal closure.
• Experience, passion, and understanding of concepts relating to Application Security and or Cryptography. 
• Demonstrated knowledge and deep interest in technology security; interested in other concepts and service lines such as AI/ML and Blockchain. 
• Ability to manage and coordinate a high volume of weekly outbound emails and other touch points each week. 
• Proven expertise in using Hubspot or similar CRMs to streamline or enhance sales processes.
• Strong communication, analytical, and time-management skills.
• Ability to build and maintain relationships with potential clients.
• Adept problem-solving and negotiation skills.
• Demonstrated ability to excel independently and collaboratively in a team environment.
• Open to providing and receiving coaching for optimal performance.
• Flexibility and adaptability to change.

Reporting Manager: Global Head of Sal