Business Development Representative

Are you passionate about technology and enjoy explaining complex solutions in a way that everybody gets excited? If so, read on!

About Picus

Picus Security is an exposure validation company. One platform proves what attackers can exploit and what your defenses stop, turning every exposure into a defensible decision, autonomously and at the machine speed today's AI threats demand.

Picus validates attack surfaces, exposures, and security controls as one continuous loop: validate, decide, fix, re-validate. Instead of ranking findings by severity score, Picus proves which exposures are genuinely exploitable in your environment, including the business-critical, restricted, and air-gapped assets a live exploit can never safely touch, so teams act on what truly matters and resolve each exposure into a clear call to patch, mitigate, monitor, or accept with evidence.

The Picus Platform spans Autonomous Penetration Testing, Exposure Validation, and Breach and Attack Simulation, unified by Picus Swarm, a swarm of AI agents that runs the whole validation loop continuously. It reaches across on-prem, hybrid cloud, and endpoint environments, with 75+ integrations that ingest from scanners like Tenable and Wiz and operationalize through your EDR, SIEM, firewall, and ticketing tools.

The pioneer of Breach and Attack Simulation, Picus proves and improves the security controls you already own, doubling control effectiveness within three months. Picus holds a 95% recommendation rate, 4.9 on G2, and 4.8 on Gartner Peer Insights, and is the #1 Leader on Frost Radar for Automated Security Validation.

About The Role

As a Business Development Representative for Europe, you will create a qualified pipeline for our Account Executives across the region. You will convert inbound demand, run signal-based outbound into priority accounts, and build the prospecting processes that make this repeatable.

This role suits someone who enjoys both the conversation and the system behind it. You will use Apollo, Clay, and Salesforce not only to prospect but to design how prospecting works: how lists are built, how accounts are enriched and prioritized, and how every follow-up gets done. You will sit in Sales Operations and work closely with Account Executives, Marketing, and channel partners. Your primary measure of success is sales-sourced qualified pipeline.

What You'll Do

Articulate Picus's value proposition clearly and tailor it to each prospect's needs

Respond to inbound leads quickly, qualify fit and intent, educate interested prospects at the right time, and book meetings with Account Executives

Run signal-based outbound into priority accounts, triggered by events such as breaches, new security leadership, regulatory changes and tooling shifts

Build deep knowledge of our target verticals and ICP accounts

Identify key players across security leadership, SOC, detection engineering and threat intelligence teams, and gather initial business requirements

Run personalized, multi-channel outreach across email, phone and LinkedIn, and use A/B testing to improve results

Drive attendance for webinars, seminars and conferences, and book meetings around them

Hit agreed targets for qualified meetings, pipeline and KPIs

Design, document and improve prospecting processes across GTM tools from list building and enrichment to prioritization, routing and sequencing

Build and maintain target account and contact lists, keeping data accurate and complete

Set up enrichment workflows that surface buying signals automatically and feed them into outreach

Replace manual, repetitive steps with repeatable workflows the wider team can reuse

Own a disciplined daily task list so every follow-up, sequence step and handover happens on time

Hold regular reviews with each Account Executive on target account progress, open opportunities and next steps

Track engagement across your target account list and re-engage accounts as new signals appear

Collaborate with Sales and Marketing on campaign and account strategy

Support Account Executives through the sales cycle to help close deals

Keep Salesforce activity and qualification data accurate so pipeline is visible and forecastable

Work with channel partners on joint prospecting where relevant

What You Bring

2+ years as a BDR or SDR at a cybersecurity vendor, selling to security buyers

Exceptional written and verbal communication: you write concise, personalized outreach that gets replies, handle objections confidently on the phone, and listen well enough to uncover real pain points

Comfort explaining technical concepts in business terms

Clear internal communication: you hand off meetings to AEs with crisp context and keep stakeholders informed without being chased

Demonstrated success in prospecting, including booking qualified meetings with enterprise prospects through outbound

Hands-on experience with AI and GTM tools such as Claude, Apollo and Clay etc. using them daily for research, enrichment, personalization and workflow automation and document it so others can follow

Strong task management: you run your day from a clear task list and nothing falls through the cracks

Self-motivated, with a strong work ethic and high integrity

Able to work independently and as part of a team in a fast-paced environment

Fluency in English

Nice to Have

Familiarity with security controls and frameworks such as EDR, SIEM and MITRE ATT&CK

Understanding of exposure management, CTEM or security validation

Comfort with spreadsheets and no-code automation for processing and routing data

Experience with HubSpot, Cognism or other data providers

Experience covering multiple European countries or working with channel partners

Fluency in an additional European language (Spanish, Italian, French or German) is a plus.