Business Development Representative

Summary

Glow is transforming how enterprises protect modern endpoints through an agentic-first security platform. The Business Development Representative will manage, qualify, enrich, route, and activate leads while supporting outbound outreach, events, CRM accuracy, pipeline contribution, and collaboration across marketing and sales teams.

Responsibilities

• Lead Management & Enrichment: Review, qualify, and enrich inbound leads generated from marketing campaigns, events, and digital sources
• Speed-to-Lead & SLA Adherence: Triage and action new leads within defined response-time SLAs, since how fast we respond directly drives conversion
• Lead Routing: Identify and escalate priority leads to the appropriate SDR or sales team member based on territory, industry, or urgency
• Lead Scoring & Qualification Support: Apply agreed-upon qualification criteria (firmographic and behavioral signals) to help prioritize which leads get worked first and by whom
• Multi-Channel Outreach: Support outbound touches — email, phone, and LinkedIn to warm leads and priority accounts, and help handle common objections before handing off to the SDR/AE
• Event Support: Represent Glow at webinars, field events, and conferences ,driving registrations through outreach, working the room as a brand ambassador, and running post-event follow-up to convert interest into pipeline
• Sequence Creation: Collaborate with BDR Leader to build and optimize outbound sequences to ensure targeted messaging within each territory
• CRM Hygiene: Maintain accurate records in Salesforce to ensure visibility into all lead activities and progress
• Pipeline Accountability: Own daily activity targets and monthly/quarterly pipeline contribution goals, and track your own conversion rates to know what's working
• Product & Industry Fluency: Stay current on Glow's product, positioning, and pricing, and build a working understanding of the market we sell into so conversations with prospects are credible from the first touch
• Reporting & Feedback Loops: Track lead volume, conversion, and routing outcomes; surface trends and process gaps to help the team continuously improve
• Collaboration: Work closely with the Demand Gen, Field Marketing, and Sales teams to align on campaign goals, reporting, and feedback loops
• Process Improvement: Suggest and help implement improvements to lead workflows and enrichment processes as volume and the team scale

Skills

• Strong organizational and communication skills, written and verbal
• Eagerness to learn and grow into a sales role, with a clear interest in mentorship from experienced sellers along the way
• Comfort with fast-paced environments and shifting priorities
• Team-oriented mindset with a "no task too small" attitude
• Detail-oriented, with strong follow-through on time-sensitive, high-volume work
• A data-driven, metrics-oriented mindset, comfortable working inside a CRM, owning your own numbers, and using data to prioritize your day
• Curiosity and coachability; you take feedback well and apply it quickly
• Resilience and competitive drive, comfortable with rejection and motivated to keep improving
• Ability to juggle multiple lead sources and queues without letting things fall through the cracks
• Genuine interest in building a long-term career in tech/SaaS sales
• Ability to travel and attend conferences and events representing Glow
• Bachelor's degree preferred, but not required — we care more about drive and coachability than pedigree
• Prior internship, customer-facing, or entry-level sales experience is a plus, but not required
• Familiarity with Salesforce, Sales Engagement Platforms (Apollo/Outreach/Salesloft), data/enrichment tools (ZoomInfo or similar), and LinkedIn Sales Navigator is a plus, but not required

Qualifications

Must Haves

• Strong organizational and communication skills, written and verbal
• Eagerness to learn and grow into a sales role, with a clear interest in mentorship from experienced sellers along the way
• Comfort with fast-paced environments and shifting priorities
• Team-oriented mindset with a "no task too small" attitude
• Detail-oriented, with strong follow-through on time-sensitive, high-volume work
• A data-driven, metrics-oriented mindset, comfortable working inside a CRM, owning your own numbers, and using data to prioritize your day
• Curiosity and coachability; you take feedback well and apply it quickly
• Resilience and competitive drive, comfortable with rejection and motivated to keep improving
• Ability to juggle multiple lead sources and queues without letting things fall through the cracks
• Genuine interest in building a long-term career in tech/SaaS sales
• Ability to travel and attend conferences and events representing Glow

Nice to Haves

• Bachelor's degree preferred, but not required — we care more about drive and coachability than pedigree
• Prior internship, customer-facing, or entry-level sales experience is a plus, but not required
• Familiarity with Salesforce, Sales Engagement Platforms (Apollo/Outreach/Salesloft), data/enrichment tools (ZoomInfo or similar), and LinkedIn Sales Navigator is a plus, but not required

Benefits

• Hybrid work arrangement