Business Development Representative

Summary

OneSpan specializes in digital identity and anti-fraud solutions that create secure digital experiences. The Business Development Representative will prospect and engage priority accounts, qualify opportunities, create new-logo pipeline, and partner with Sales, Demand Generation, ABM, and Product Marketing to support revenue growth in financial services, FinTech, and security markets.

Responsibilities

• Create qualified new-logo pipeline: Make a measurable contribution to Security pipeline through disciplined prospecting, qualification and account development
• Contribute to revenue: Confirm the types of prospects for meetings, who can progress beyond the meeting and ultimately become customers. Our incentive model increasingly rewards contribution as opportunities advance through the funnel, with the greatest recognition for sourced opportunities that become closed-won revenue
• Penetrate priority accounts: Work strategically across tiered target accounts, engaging the right buyers and creating multiple paths into high-value organizations rather than relying on one contact or one channel
• Increase speed to engagement: Help reduce the time between a qualified lead entering our ecosystem and meaningful prospect engagement
• Execute with discipline: Ensure qualified leads receive the right outreach, at the right time, with consistent follow-through throughout the entire cadence, not just the first touch
• Improve the motion: Use engagement data, prospect feedback and what you're learning in the market to help Demand Generation and Sales continuously improve targeting, messaging and outreach
• You'll own prospecting and early-stage engagement across a defined portfolio of target accounts, with an initial focus on financial institutions and FinTech organizations. Working closely with dedicated Account Executives and the Demand Generation/ABM team, you will:
• Research target accounts, buying groups, decision-makers and potential business needs to identify where OneSpan can create value
• Execute predominantly outbound prospecting through phone, email, social and other relevant channels while responding quickly and thoughtfully to qualified inbound demand
• Engage stakeholders ranging from practitioners and technical influencers to senior decision-makers
• Use account tiering, intent and engagement signals to prioritize where your time is most likely to create business impact
• Personalize outreach based on the account, persona, business problem and stage of engagement rather than relying solely on generic sequences. Qualify interest and uncover business needs, urgency, buying dynamics and relevant use cases before transitioning opportunities to Sales
• Work with Account Executives to develop account strategies and determine the best path into priority organizations
• Partner with Demand Generation and ABM to execute coordinated account plays and provide feedback on what's resonating in the market
• Work with Product Marketing to continuously build your understanding of our buyers, market, competitive environment, solutions and value propositions
• Maintain accurate CRM data and lead status so prospects receive appropriate follow-up and Sales and Marketing have a reliable view of account engagement
• Consistently execute complete outreach cadences and follow-up commitments
• Share prospect feedback, objections, competitive intelligence and emerging patterns with the broader GTM organization
• Measure your success not simply by meetings booked, but by the quality and progression of the opportunities you help create

Skills

• Previous experience in an SDR, BDR, inside sales or comparable prospecting role, ideally within B2B technology, SaaS, cybersecurity or another complex enterprise environment
• Demonstrated experience with outbound prospecting and target-account selling
• A track record of meeting or exceeding qualified-meeting, opportunity, pipeline or comparable commercial goals
• The ability to work independently and manage your own priorities. You'll have an experienced Demand Generation leader and strong GTM partners around you, but we're looking for people who don't need someone monitoring every call or telling them what to do next
• Strong account-research skills and the curiosity to understand a company's business before reaching out
• Confidence engaging different personas and levels of seniority
• The ability to listen for business problems rather than simply deliver a product pitch
• Persistence and resilience. Enterprise prospecting requires thoughtful follow-through and comfort hearing “not now” or “no.”
• Strong written and verbal communication skills
• A data-driven mindset and willingness to adjust your approach based on what the results are telling you
• Strong organizational discipline, particularly around CRM hygiene, lead management and follow-through
• Coachability and the willingness to experiment, learn and improve
• Experience with CRM, prospecting and sales-engagement technologies such as Salesforce, LinkedIn Sales Navigator, ZoomInfo, Salesloft, Outreach or comparable platforms
• Experience selling or prospecting cybersecurity, identity, authentication, fraud prevention or related technologies
• Experience engaging financial institutions, FinTech organizations or other highly regulated industries
• Experience working within an ABM or tiered target-account model
• Experience partnering closely with both Marketing and Sales
• Familiarity with enterprise buying committees and multi-stakeholder sales cycles
• A bachelor's degree or equivalent professional experience is welcome, but **demonstrated ability to do the work matters most

Qualifications

Must Haves

• Previous experience in an SDR, BDR, inside sales or comparable prospecting role, ideally within B2B technology, SaaS, cybersecurity or another complex enterprise environment
• Demonstrated experience with outbound prospecting and target-account selling
• A track record of meeting or exceeding qualified-meeting, opportunity, pipeline or comparable commercial goals
• The ability to work independently and manage your own priorities. You'll have an experienced Demand Generation leader and strong GTM partners around you, but we're looking for people who don't need someone monitoring every call or telling them what to do next
• Strong account-research skills and the curiosity to understand a company's business before reaching out
• Confidence engaging different personas and levels of seniority
• The ability to listen for business problems rather than simply deliver a product pitch
• Persistence and resilience. Enterprise prospecting requires thoughtful follow-through and comfort hearing “not now” or “no.”
• Strong written and verbal communication skills
• A data-driven mindset and willingness to adjust your approach based on what the results are telling you
• Strong organizational discipline, particularly around CRM hygiene, lead management and follow-through
• Coachability and the willingness to experiment, learn and improve
• Experience with CRM, prospecting and sales-engagement technologies such as Salesforce, LinkedIn Sales Navigator, ZoomInfo, Salesloft, Outreach or comparable platforms

Nice to Haves

• Experience selling or prospecting cybersecurity, identity, authentication, fraud prevention or related technologies
• Experience engaging financial institutions, FinTech organizations or other highly regulated industries
• Experience working within an ABM or tiered target-account model
• Experience partnering closely with both Marketing and Sales
• Familiarity with enterprise buying committees and multi-stakeholder sales cycles
• A bachelor's degree or equivalent professional experience is welcome, but **demonstrated ability to do the work matters most

Benefits

• Commission
• Remote work
• Exposure and development opportunities across Sales, Marketing and Customer Success