Candidates with experience in pipeline generation and data security domain will find this role's emphasis on outbound and inbound lead conversion and collaboration with Sales Specialists and Marketing.
Derived from job-description analysis by Serendipath's career intelligence engine.
Original posting from Veeam Software via Greenhouse
Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands.
About the Role
Veeam, following its acquisition of Securiti AI - the leader in AI-powered data security posture management (DSPM) - is seeking Business Development Representatives to drive growth in this innovative business.
You will generate new demand and build qualified pipeline, working both self-generated outbound and inbound demand from marketing. You will run discovery conversations that produce genuinely qualified opportunities, and stay with them until they are established with a Sales Specialist.
What You’ll Do
- Generate demand
Work inbound and marketing-sourced leads — demo requests, event leads and campaign responses.
Generate new demand through targeted outbound outreach: calls, emails, Apollo and LinkedIn Sales Navigator.
Research prospects to uncover business context and pain points, using AI-enabled tools to prioritise the accounts most likely to convert.
- Qualify properly
Apply structured PACCT qualification frameworks to assess fit, readiness and urgency.
Qualify for value as well as fit — understand budget, scope and the size of the problem before advancing an opportunity.
Record meeting outcomes honestly. A meeting logged as moving forward is a commitment to convert it.
- Convert meetings into pipeline
Convert qualified meetings into pipeline opportunities.
Own the handover to the Sales Specialist, ensuring actionable intelligence is documented in Salesforce.
Stay engaged after handover — support early discovery, help secure the next meeting, and keep the opportunity moving.
- Partner with Sales Specialists and Marketing
Work with your Sales Specialists to agree target accounts and shape the outbound plan for your patch — know which accounts matter, and why, before you start.
Build genuine partnership on live opportunities: brief thoroughly, agree the next step, and keep the specialist informed as the opportunity develops.
Manage marketing-sourced leads to an agreed standard — follow up promptly, qualify consistently, and make sure nothing goes cold.
Give marketing structured feedback on lead quality, events and campaigns. You see first-hand what converts and what does not, and that insight should shape where the next investment goes.
- Keep the record straight
Log every meeting outcome within 24 hours and link each opportunity to the meeting that originated it.
Maintain accurate records of account activity and qualification in Salesforce — reporting and forecasting depend on it.
- Grow
Stay current on industry trends and the competitive landscape, and seek feedback to keep improving.
- What Success Looks Like
You will be measured on the quality of pipeline you create. Targets are set monthly and reviewed with your manager.
Qualified meetings held — meetings that end with a clear next step.
Meeting-to-opportunity conversion — the share that become a pipeline opportunity within 30 days.
Pipeline created — opportunities and ACV against your monthly target, and how much progresses beyond initial discovery.
CRM accuracy — outcomes logged, opportunities linked, records current.
What You’ll Bring
Minimum of 2 years as a Business Development Representative, Sales Development Representative, or in a related pipeline-generation role.
A track record of converting meetings into qualified opportunities, not just booking them.
Resilience and persistence — you treat objections as information and don’t take “no” as a final answer.
Excellent written and verbal communication, with strong listening skills and the ability to adapt your style to what you hear.
Genuine curiosity about buyers — you want to understand their world before engaging with your solution.
A self-starter with strong organisational skills and the discipline to keep a CRM accurate under pressure.
Confidence working alongside Sales Specialists and Marketing — agreeing priorities, giving honest feedback, and chasing or escalating when an opportunity stalls.
Advanced English proficiency (C1/C2 level).
Exposure to data security, AI governance, data privacy or compliance as a market.
Experience using Salesforce and research tools.
Previous experience in technology or SaaS.
Comfort with AI-assisted productivity tools and experimenting with new technology.
Knowledge of account-based marketing and sales strategies.
What You’ll Get
18 paid vacation days, plus three global VeeaMe Days for self-care and 24 volunteer hours annually
Private medical coverage for you and up to four dependents
Life, accident, and disability insurance with enhanced coverage
Wellbeing allowance for physical and mental wellness
Free confidential counselling and coaching via Employee Assistance Programme (EAP)
Meal, fuel, and transportation benefits based on work arrangement
Daycare reimbursement and safe cab facility for eligible employees
Professional training and education, including courses and workshops, internal meetups, and unlimited access to our online learning platforms (LinkedIn Learning, Athena, O’Reilly) and mentoring through our MentorLab program
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Veeam Software is an equal opportunity employer and does not tolerate discrimination in any form on the basis of race, color, religion, gender, age, national origin, citizenship, disability, veteran status or any other classification protected by federal, state or local law. All your information will be kept confidential.
Personal data collected during the recruitment process will be processed in accordance with our Recruiting Privacy Notice, which explains how your information is collected, used, and handled in connection with hiring activities. By applying for this position, you consent to this processing.
By submitting your application, you confirm that the information provided, including any supporting documents, is complete and accurate to the best of your knowledge. Any misrepresentation, omission, or falsification may result in disqualification from consideration or, if discovered after employment begins, termination of employment.