Business Development Representative

SGNL’s modern Privileged Identity Management system eliminates standing access to critical systems by granting and revoking contextual access in real time, drastically reducing the potential impact of a breach. By incorporating context-based intelligence, SGNL prevents attackers—leveraging compromised credentials or other means—from freely navigating cloud applications like Azure, AWS, GitHub, and Salesforce, as well as on-prem systems.

That’s why global enterprises and fast-growing mid-market companies alike are turning to SGNL to reduce their identity attack surfaces and secure critical systems. Founded in 2021, SGNL is backed by top security technology investors, including Cisco Ventures, Costanoa Ventures, Fika Ventures, M12/Microsoft's Venture Fund, Moonshots Capital, and Resolute Ventures. For more information about SGNL, visit https://sgnl.ai.

Candidates only, no recruiters please

About You

As a Business Development Representative (BDR) you will be responsible for identifying, engaging, and nurturing leads, taking ownership of both outbound prospecting and inbound lead management. Acting as a junior Account Executive, you’ll be directly responsible for building a pipeline of qualified leads that align with SGNL’s target audience in the enterprise space. Working closely with Sales, Marketing, and Business Development teams, you’ll gain hands-on experience in the full sales cycle, developing the skills necessary to transition into an AE role over time. Your success in this role will directly contribute to SGNL’s growth and market presence, making it a valuable opportunity for career development. This role initially reports into Marketing, with close alignment and exposure to sales leadership.

Qualifications

• 2-3 years of experience in a sales development, business development, or related customer-facing role within enterprise software markets
• Experience within the identity security or cybersecurity industry required
• Proven track record of success in outbound prospecting, lead qualification, or sales support roles, with experience meeting or exceeding goals
• Strong communication and interpersonal skills, with the ability to build rapport with technical personas and position SGNL’s solutions effectively
• Self-motivated, proactive, and highly organized, with excellent time management and attention to detail
• Comfortable working in a fast-paced, dynamic environment with a willingness to learn and adapt to new challenges
• Proficiency with CRM systems (e.g., Salesforce) and sales engagement tools (e.g. Apollo, Hubspot, DemandBase, etc.); experience with LinkedIn Sales Navigator or similar prospecting tools is a plus
• A strong interest in identity security and technology, with a desire to grow into an enterprise sales role
• This role is based remotely, but will be expected to travel up to 20% for all team meetups and offsites and industry conferences

Responsibilities

• Conduct outbound prospecting activities, including cold calls, emails, nurture marketing, direct mail, and social media outreach, to generate new business opportunities and engage prospective clients in identity security
• Manage inbound leads, qualifying and nurturing them to create a steady pipeline for the sales team, ensuring timely follow-up and clear communication with potential clients
• Engage and manage referrals from existing customers or partners, following up on leads generated by SGNL’s referral programs to convert warm leads into qualified prospects
• Partner with Sales and Marketing teams to develop outreach strategies, adapt messaging, and execute campaigns that align with SGNL’s value proposition and target personas
• Conduct initial discovery calls with prospective customers to understand their needs and qualify them for further engagement with Account Executives
• Build relationships with prospective customers through thoughtful, relevant communication, positioning SGNL as the trusted choice in identity security solutions
• Maintain accurate records of all interactions with prospects, using Salesforce CRM and outbound tools to manage leads, track activities, and report on key metrics
• Assist in market research and data hygiene activities within our data set
• Collaborate with the Sales team on high-priority accounts and assist with strategic account research to identify potential pain points and business needs
• Develop a deep understanding of SGNL’s solutions, industry trends, and competitive landscape, continuously enhancing your sales skills and knowledge base
• Attend regular training and development sessions with senior sales leaders, demonstrating readiness to progress into an enterprise AE role ov