Business Development Representative, Hybrid International (Remote Philippines)

Reporting to the Manager of Business Development, the Hybrid (Inbound/Outbound) Business Development Representative will be responsible for qualifying inbound leads in a timely manner, as well as identifying net new business, creating a plan, and executing with a high volume of activity to convert prospects into meetings for our direct Sales teams.

Essential Duties/Responsibilities

• Vetting and qualifying inbound leads from our marketing team, including: contact sales forms, event leads, marketing collateral downloads, webinar attendees, etc.
• Meet or exceed defined Service Level Agreements (SLA) for timely response to inbound leads as defined by lead management protocols.
• Sourcing, vetting, and engaging contacts at enterprise accounts via cold calling, emailing, and social outreach. The expected outbound activity level for this position is 75 calls per day.
• Conducting in-depth account research for personalization of outreach and identification of key buyer roles (stakeholders, influencers, etc.)
• Generate qualified leads that are processed as Contacts and accepted as "Qualified" by sales team in the CRM system (Salesforce).
• Meet or exceed monthly and quarterly, AE accepted, "Qualified" lead quotas.
• Navigate through a conversation flow to uncover business needs, understand pains, and position Cofense products and services as a compelling solution.
• Maintain and update an accurate log of activity, as well as detailed notes regarding next steps and outcomes, in the CRM system.
• Convey summarized key findings from phone conversations to the Sales and Marketing teams to help refine solution positioning and marketing communications.
• Perform other duties as assigned

• Communication: be able to connect with prospects quickly, confirm product value, and earn prospects' trust in Cofense.
• Technical Selling: Communicate with prospects using relevant terminology and understanding of their work.
• Objection Handling: must be comfortable responding to prospects' objections in real-time.
• Pipeline Hygiene: Must be able to ensure consistent movement of opportunities to sales team.
• Time Management: Must be able to effectively prioritize and balance inbound and outbound activity without sacrificing quality of work.
• Email Customization: must be able to efficiently customize emails at a company, role, and personal level.
• Qualification Frameworks: must understand BANT/MEDD(P)ICC, or other qualification frameworks.
• Based in the Philippines and able to support U.K and European hours (Schedule: M-F 8AM-5PM CEST / M-F 2PM-11PM PHST)

• 1-2 years prior lead generation experience (cyber-security experience preferred, but not required)
• Bachelor's degree preferred or equivalent level of proven field experience