Business Development Representative

Summary

Theori is a global leader in offensive security, founded by the world’s most elite hackers. With a decade of unparalleled technical expertise, we’re revolutionizing the cybersecurity paradigm with Xint, our AI-native AppSec platform spanning Xint Web (autonomous web app penetration testing) and Xint Code (AI-powered code security). Xint has been featured in The Verge, is in production with customers like Samsung Electronics, and is being adopted by security teams who want hacker-grade testing without hiring an army of pentesters.

We are hiring a Business Development Representative based in the San Francisco Bay Area to generate pipeline for our North American team. You will own outbound prospecting into enterprise and high-growth software companies, qualify inbound interest, and represent Xint at local events and meetups across Silicon Valley. We’re opening a Bay Area office, and this role will be expected to work from it on a hybrid schedule once it’s in place.

You will thrive here if you like starting conversations with people who don’t know you yet, can learn a technical product well enough to hold a credible first conversation with a security engineer, and want to help shape how an early sales team prospects.

Key Responsibilities

Build and work a target account list across large enterprises and high-growth, engineering-first companies

Run multi-channel outbound across email, phone, and LinkedIn to AppSec, ProdSec, and security leaders

Book and run first conversations that turn into qualified meetings for the sales team

Qualify inbound leads and route them with clear context

Attend Bay Area security events, meetups, and conferences to meet prospects in person

Keep HubSpot accurate, with every meeting logged and notes complete

Share what you’re hearing from prospects to sharpen messaging with sales and marketing

Help build and document the outbound playbook as the team grows

Requirements

Bachelor’s degree in Business, Marketing, Communications, Computer Science, or a related field, or equivalent practical experience

1+ years in a BDR, SDR, or other quota-carrying or customer-facing role in B2B software

Track record of booking meetings from outbound

Clear, direct written communication

Comfortable picking up a technical product and talking with technical buyers

Organized enough to run many accounts and sequences at once

Based in the San Francisco Bay Area, able to work in-office on a hybrid schedule once our office opens and attend local events and meetings

Nice to Have

Experience selling into cybersecurity, AppSec, or developer tools

Experience with HubSpot and LinkedIn Sales Navigator

Existing network in the Bay Area security or engineering community

Experience at an early-stage startup

Experience prospecting into enterprise accounts

What We Offer

Compensation & Benefits

The annual compensation range for this role is listed below. Because this is a sales role, the range reflects On-Target Earnings (OTE), which includes both base salary and target commission. Commission is uncapped.

OTE: $100,000 to $130,000 USD

Equity

Health, dental, and vision insurance

Laptop + equipment

401(k) match

Team Culture

Work directly with sales leadership and founders

Help build the outbound motion from the ground up

Sell a product with real customers and real press behind it

Collaborative, low-ego team

Career growth and mentorship

Why Join Theori?

Cutting-edge product: AI-driven security tools that protect real systems

Smart team: Collaborate with world-class engineers and security researchers

Growth stage: Join early and help define the culture of our North American team

Real impact: Shape how AI transforms cybersecurity