Business Development Representative (Cybersecurity)

Job Description

Job DescriptionOTE = $100,000 - $140,000

As a BDR, you will report directly to the Director of Sales and work closely with the CEO, VP of Sales, and VPs of Technical Services, gaining unparalleled exposure to cybersecurity expertise and sales mastery. This role is ideal for candidates eager to hone their skills in sales methodologies like Gap Selling and The Challenger Sale and expand their ability to qualify prospects and engage in strategic business conversations beyond technical security topics. Responsibilities

• Execute high-volume outbound prospecting via cold calls, emails, and social media to generate qualified meetings with decision-makers in regulated industries (healthcare, energy, banking, critical infrastructure).
• Achieve a goal of booking 18–22 qualified meetings per month by Month 4, embracing a “one more call, one more meeting” mentality to exceed targets.
• Learn and articulate InfoSight’s core offerings, including penetration testing, compliance assessments, fractional vCISO, and managed IT/OT security services.
• Qualify prospects effectively during cold calls, identifying needs and aligning them with appropriate solutions, while developing the ability to lead broader business conversations.
• Leverage sales enablement tools including Orum, SalesLoft, SalesNav, ZoomInfo, Salesforce, and others for research, outreach, and pipeline management.
• Maintain accurate and timely records in Salesforce, ensuring strong CRM hygiene.
• Participate in weekly coaching, call reviews, live call shadowing, and structured training on products, industry trends, and sales methodologies (e.g., Gap Selling, Sales EQ, Challenger Sale).
• Stay current on cybersecurity trends, solutions, pricing models, and regulatory frameworks (e.g., PCI-DSS, GLBA, HIPAA).
• Collaborate with senior leadership to refine outreach strategies and develop strategic alignment with key third-party influencers.

Qualifications

• Required: 1+ year of B2B outbound sales experience (BDR, SDR, inside sales, or AE).
• Strongly Preferred: Knowledge of cybersecurity, particularly in OT (Operational Technology) cybersecurity or SLED (State, Local, and Education) markets.
• Proven success with high-volume cold calling and outbound prospecting.
• Excellent verbal and written communication skills, with the ability to quickly learn technical subject matter and engage in strategic business discussions.
• Strong organizational skills and attention to CRM/process discipline.
• Competitive, coachable mindset with a “one more” mentality and eagerness to exceed goals.
• Interest in mastering sales methodologies (e.g., Gap Selling, Sales EQ) through training and self-study.
• Exceptional computer skills, including proficiency with Salesforce, Microsoft Office Suite, and web presentation tools.
• Ability to manage multiple tasks in a fast-paced, remote environment with a strong work ethic and sense of urgency.
• Preferred: Bachelor’s degree in cybersecurity, IT, or a related field.
• Bonus: Experience in IT services, SaaS, or consulting/advisory services; background in athletics, military, or other competitive environments; understanding of regulatory compliance frameworks (e.g., PCI-DSS, GLBA, HIPAA, NERC-CIP) or risk management/governance.

How You Stand Out

• Significant B2B sales experience with a track record of over-achieving quotas.
• Mastery of the cybersecurity narrative, particularly in MSSP/SOCaaS, threat management, or penetration/vulnerability testing.
• Thorough understanding of managed security solutions and experience working with an MSSP.
• Strong prospect qualification skills during cold calls, with the potential to expand into broader business conversations.
• Proficiency with corporate productivity tools and a scientific approach to sales processes.
• Strong knowledge of current cybersecurity threats and news.