Entry-Level Business Development Representative

Gurucul is a cybersecurity analytics company delivering Next-Gen SIEM, UEBA, Insider Risk Management, and identity/threat detection solutions. We help enterprises reduce noise, detect threats faster, and improve security outcomes using advanced analytics and AI.

The primary responsibility for the role is to generate pipeline through hands-on prospecting activities to identify influencers and key decision-makers within Enterprise accounts. We're looking for driven, resourceful, organized and technically curious people who embrace a team-first attitude and demonstrate ownership. 

This is a unique opportunity for an energetic self-starter to join a growing organization with significant potential for career development and growth. While our company is growing sustainably, we still have a lot of building and improving to do. This is a great team to join, whether you’re just starting your career or looking to pivot into the tech industry. You’ll have managers and teammates that care deeply about you as a professional and human, and you will learn more than you thought possible.
 

RESPONSIBILITIES

In this role, you will balance reactive and proactive work, responding to inbound inquiries as well as outreaching to target accounts.

• Utilize cold-calling, email and social selling methodologies to execute a cadence of outreach steps to convert leads into qualified meetings/ opportunities
• Identify new prospects and strategically initiate outreach through outbound methodologies to develop net new business leads and qualified pipeline.
• Demonstrate expertise in the Gurucul suite of products, the markets we serve, and our ideal customer profile.
• Identify needs, articulate the value proposition and align solution with prospects pain points.
• Qualify leads from marketing campaigns to with the goal of converting them into qualified sales opportunities and viable pipeline for the company.
• Partner with field sales organization to develop account mapping and prospecting plan.
• Partner with marketing and sales to execute account-based marketing techniques, outreach campaigns to leads, trade show prospects and other campaigns.
• Partner with marketing and leadership to proactively execute experiments and ‘A/B testing’ of cold outbound messaging and tactics that work to convert leads to meetings.
• Nurture, develop and use a relational approach with prospects not ready to take the next step by executing long-term outreach campaigns.
• Build and maintain knowledge of our technology, competitors and industry trends
• Demonstrate timeline and efficient lead follow up of leads to convert leads to opportunities.
• Proactively partner/ follow up and collaborate with field account executives to keep salesforce up to date.
• Adopt and execute creative methodologies for video-based prospecting (Ex: Vidyard video prospecting/ LinkedIn In-mail video prospecting etc).
• Use research and data to prioritize and customize outreach to target prospects and accounts via email and LinkedIn
• Use Salesforce and Gurucul dashboards for lead and account management and research including ensuring salesforce is up to date.
• Drive effective discovery conversations to understand users’ needs and goals in to provide them the appropriate resources and communicate how Gurucul can help them
• Identify client needs and suggest appropriate products/services and value proposition.
• Proactively utilize reactive methodologies to accelerate pipeline conversions.
• Report to the Business Development Manager on (weekly/monthly/quarterly) sale results.
• Stay up to date with new products/services and new pricing/payment plans.
• Initiate and schedule Discovery and Demo meetings to connect prospects and quota carrying account executives.
• Meet daily/ weekly KPIs and metrics for Calls, emails to schedule appointments for demos, qualified pipeline.
• Set up meetings or calls between (prospective) clients and Account Executives and consistently meet new business opportunity and pipeline targets.
• Collaborate with cross-functional teams such as marketing, field enterprise sales team, sales leadership and others to win as a team.

WHO YOU ARE

• 0-2 years of experience in business development, sales, or account management, ideally within the cybersecurity / SIEM industry.
• Must have a Bachelor's degree or higher.
• Proven ability to develop new relationships, acquire new accounts, and close deals.
• Strong understanding of the market, industry trends, and customer needs.
• Utilize resourcefulness and a “detective mindset” to craft thoughtful, value-added messaging.
• Ability to use AI as a tool to constantly improve your productivity.
• Demonstrate confidence to conduct and close business conversations on the phone and/or in person at tradeshows, prospect meetings, etc.
• Exceptional planning and organizational skills.
• Ability to communicate business value effectively and present tailored solutions to potential clients.
• Ability and willingness to use video-based prospecting (Ex: Vidyard, LinkedIn video in-mail messaging) etc. to leverage social-selling skills and generate responses.
• Experience working with cross-functional teams and building partner ecosystems.
• Excellent communication and negotiation skills, with the ability to engage top management and drive strategy.
• Open to feedback and coaching, always looking for ways to improve
• Clear and concise written and verbal communication style
• Excellent organizational skills and the ability to prioritize many tasks and demands
• Willingness and ability to take on any task - no matter how small or big - with a focus on quality
• Resourceful and proactive in an environment that is constantly evolving
• Driven by purpose and by winning with a team-first attitude

WHAT WE OFFER

• Base Salary: $45,000 – $55,000 per year (DOE).
• On-Target Earnings (OTE): $75,000 – $85,000
• Gurucul offers a competitive compensation package, including medical, dental, vision, and life insurance, EAP, 401K, Paid Time Off, paid Holidays, and more

LOCATION

• At Gurucul HQ in El Segundo, CA