Description
XM Cyber is a global leader in Continuous Exposure Management. XM Cyber brings a new approach that uses the attacker’s perspective to find and remediate critical attack paths across on-premises and multi-cloud networks. The XM Cyber platform enables companies to rapidly prioritize and respond to cyber risks affecting their business-sensitive systems.
We are seeking a Business Development Representative (BDR) for the DACH region. You will be the first line of communication with our prospects. We need a quick learner with strong communication skills. You will need to have a good understanding of our sales process and excel at researching leads and starting conversations. Your role will be to seek new business opportunities by contacting and developing relationships with potential customers, through inbound and outbound activities alike. If you're dedicated and ambitious, XM Cyber is an excellent place to grow your career.
Objectives of this Role
- Represent XM Cyber, starting with a comprehensive understanding of how our solution solves the pain of our customers.
- Generate leads and build relationships both by nurturing warm prospects and finding new potential ones.
- Manage and maintain a pipeline of interested prospects and engage sales executives for the next steps.
Daily and Monthly Responsibilities
- Strategic Account Mapping: Identify and penetrate high-value Enterprise organizations (2,500+ employees) across the DACH region. You will map complex decision-making units to find the key stakeholders responsible for hybrid infrastructure and security risk.
- Modern Multi-Channel Outreach: Execute a sophisticated "Quality-First" outbound strategy. You will move beyond legacy "volume-only" tactics, utilizing personalized Video (Loom/Vidyard), targeted Social Selling, and strategic phone/email outreach to build executive-level trust.
- Pipeline Quality & Maturity: Drive high-intent engagements that progress from initial interest to qualified technical evaluation. You are responsible for ensuring every meeting you set is "sticky" and delivers genuine business value to the sales organization.
- Trigger-Based Research: Leverage AI-driven research and market intelligence tools to identify "Why Now" events (such as mergers, cloud migrations, or regulatory changes) to lead with an advisor-led approach rather than a generic pitch.
- Collaborative Strategy: Partner closely with Regional Sales Directors to build and execute entry strategies for top-tier target accounts, ensuring a seamless handoff and continuous alignment on account goals.
- Performance Ownership: Proactively manage your own performance data. You are expected to track your conversion rates and participate in team strategy sessions to refine messaging and overcome high-level objections.
Requirements
- At least 2-3 years of business development experience, with a history of exceeding targets.
- Proficient in fluent German and English communication
- Excellent communication skills, both written and verbal.
- Creative problem-solving approach and strong analytical skills.
- Knowledge of industry-standard sales technologies, such as Salesforce, Outreach, LinkedIn, ZoomInfo, etc.
- Time management and personal organization.
- Motivation, determination, and perseverance!
