Senior Business Development Representative - Public Sector

Summary

Menlo Security provides browser and agent runtime security that protects organizations from cyberattacks across the web, documents, and email. The Senior Business Development Representative, Public Sector generates qualified pipeline by prospecting into government and public sector accounts, partnering with field sales and channel partners, using AI tools for research and outreach, and managing leads in Salesforce.

Responsibilities

• Prospect into Public Sector accounts through cold calling and multi-channel outreach, qualify leads, and schedule meetings between qualified prospects and the sales team
• Use AI tools to research accounts, prepare for calls, and draft tailored outbound messaging, applying your own judgment for accuracy, tone, and public sector context
• Deliver Menlo's pitch and technology story, tailoring it to the specific mission and needs of each prospect and answering questions clearly
• Manage and nurture leads end to end in Salesforce, including tracking, follow-up, and conversion, using AI-generated call summaries and CRM enrichment to reduce administrative time
• Work with partners, resellers, and Federal System Integrators to expand Menlo's reach into Federal agencies, State and Local organizations, and Public Sector departments within commercial entities
• Support Target Account Programs to grow large Enterprise accounts, working closely with Field Sales to continuously nurture them
• Invite and schedule prospects for targeted Menlo field events; some travel will be required

Skills

• 1-3 years of business development or sales development experience within the IT industry and/or selling cybersecurity or SaaS products, with a proven track record in cold calling
• Ability to understand technical information and explain it in simple, clear terms
• Proficiency with Salesforce for tracking meetings, opportunities, and prospect details
• Strong organization and time management skills
• Bachelor's degree or equivalent experience
• Willingness to travel occasionally
• Cybersecurity industry background
• Knowledge of Public Sector agencies, budget and procurement cycles, and contract vehicles
• Experience with prospecting and marketing automation tools such as [Outreach.io](http://Outreach.io), ZoomInfo, or LinkedIn Sales Navigator
• Experience using AI sales tools for account research, outreach personalization, or call summarization
• Knowledge of sales and marketing principles and strategies
• Proficiency with Microsoft Office and Google Workspace
• Experience thriving in a fast-paced, high-growth environment with constant learning

Qualifications

Must Haves

• 1-3 years of business development or sales development experience within the IT industry and/or selling cybersecurity or SaaS products, with a proven track record in cold calling
• Ability to understand technical information and explain it in simple, clear terms
• Proficiency with Salesforce for tracking meetings, opportunities, and prospect details
• Strong organization and time management skills
• Bachelor's degree or equivalent experience
• Willingness to travel occasionally

Nice to Haves

• Cybersecurity industry background
• Knowledge of Public Sector agencies, budget and procurement cycles, and contract vehicles
• Experience with prospecting and marketing automation tools such as [Outreach.io](http://Outreach.io), ZoomInfo, or LinkedIn Sales Navigator
• Experience using AI sales tools for account research, outreach personalization, or call summarization
• Knowledge of sales and marketing principles and strategies
• Proficiency with Microsoft Office and Google Workspace
• Experience thriving in a fast-paced, high-growth environment with constant learning

Benefits

• All employees may be eligible to become Menlo Security shareholders through eligibility for stock-based compensation grants, which are awarded to employees based on company and individual performance.
• Remote work