Outbound Business Development Representative

Job Summary

The Business Development Representative (BDR) is responsible for supporting pipeline generation through a combination ofinbound lead management and proactive outbound prospecting.

The BDR will engage with prospects across multiple channels including phone email social media events digital campaigns and AI-enabled sales tools. The role is responsible for ensuring inbound leads are followed up promptly and effectively while also proactively identifying and engaging target accounts and decision-makers to create new business opportunities.

The BDR will work closely with Account Executives Marketing and other go-to-market teams to qualify prospects conduct effective discovery schedule customer meetings and contribute to the creation of a healthy sales pipeline.

Success in this role requires strong communication and discovery skills effective organization and pipeline management a proactive mindset and the ability to balance inbound responsiveness with consistent outbound prospecting.

Key Responsibilities:

Inbound Lead Management

• Manage and follow up on inbound leads generated through marketing campaigns webinars events trials website inquiries call center activity and other inbound channels.
• Ensure inbound leads are contacted within the definedSLA with all follow-up activity accurately recorded in the CRM.
• Engage prospects to understand their business needs challenges priorities and level of interest.
• Qualify inbound leads based on agreed qualification criteria and determine the appropriate next step.
• Nurture leads that are not yet ready for a sales engagement through structured and timely follow-up.
• Coordinate with Account Executives to schedule discovery meetings and ensure a smooth handoff of qualified prospects.
• Provide feedback to Marketing on lead quality campaign performance and common themes identified through prospect conversations.

Outbound Prospecting & Lead Generation

• Identify and research target companies accounts and key decision-makers aligned with RSAs Ideal Customer Profile (ICP).
• Use tools such as LinkedIn Sales Navigator 6sense ZoomInfo CRM data AI tools and other approved prospecting platforms to identify and prioritize prospects.
• Develop and execute targeted outbound outreach through cold calls personalized emails social media and other digital channels.
• Partner with Account Executives to identify priority accounts personas and whitespace opportunities within assigned territories.
• Build awareness and generate interest in RSA solutions through relevant and personalized prospect engagement.
• Consistently build new pipeline through proactive prospecting and account development.

Lead Qualification & Discovery

• Conduct effective discovery conversations to understand prospect needs pain points business priorities current environment and buying process.
• Evaluate prospects against RSAs ICP and agreed qualification criteria.
• Identify relevant business challenges and connect them to RSAs solutions and value proposition.
• Qualify opportunities before progressing them to the appropriate Account Executive.
• Ensure Account Executives receive relevant prospect and discovery information to support effective follow-up.

Pipeline & CRM Management

• Maintain accurate and up-to-date records of inbound and outbound activities leads meetings contacts and opportunities in Salesforce.
• Ensure leads and opportunities are correctly classified and attributed as inbound or outbound based on their original source.
• Follow up consistently with prospects and maintain ownership of agreed next steps.
• Monitor assigned leads and opportunities to ensure no qualified engagement is lost due to delayed follow-up.
• Maintain strong CRM hygiene and ensure activities and opportunity information are accurately documented.

Sales & Marketing Collaboration

• Work closely with Account Executives to align on territory priorities target accounts prospecting strategies and opportunity development.
• Partner with Marketing on inbound lead follow-up campaigns events webinars and other demand-generation activities.
• Share prospect and market feedback with Sales and Marketing to improve messaging targeting and campaign effectiveness.
• Participate in regular territory and pipeline reviews to discuss performance challenges priorities and opportunities.
• Stay informed on RSA solutions industry trends competitive activity and relevant market developments.

Performance Metrics

Performance will be measured against agreed monthly and quarterly KPIs including:

• Completed qualified customer/prospect meetings
• Pipeline generated
• Timely follow-up and management of inbound leads in line with the defined SLA
• Effective management and progression of both inbound and outbound prospects
• Accurate and consistent CRM activity and opportunity management

Qualifications

• Bachelors degree in Business Marketing Communications or a related field or equivalent practical experience.
• 12 years of experience in business development sales development lead generation inbound sales outbound sales or a similar customer-facing role.
• Experience within IAM cybersecurity SaaS or enterprise technology is an advantage.
• Demonstrated ability to engage prospects through both inbound lead follow-up and proactive outbound prospecting.
• Excellent verbal and written communication skills.
• Strong discovery listening research and analytical skills.
• Ability to identify and engage key decision-makers within target organizations.
• Experience using CRM platforms such as Salesforce and sales tools such as LinkedIn Sales Navigator 6sense ZoomInfo Outreach Salesloft or similar platforms.
• Strong organizational and time-management skills with the ability to prioritize inbound leads while maintaining consistent outbound activity.
• Self-motivated results-driven collaborative and comfortable working in a fast-paced target-oriented environment.

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All employment decisions at RSA are based on business needs job requirements and individual qualifications without regard to race color religion national origin sex (including pregnancy) age disability sexual orientation gender identity and/or expression marital civil union or domestic partnership status protected veteran status genetic information or any other characteristic protected by federal state or local laws. RSA will not tolerate discrimination or harassment based on any of these characteristics. This policy applies to all terms and conditions of employment including recruiting hiring placement promotion termination layoff recall transfer leaves of absence compensation and training. All RSA employees are expected to support this policy and contribute to an environment of equal opportunity.

If you need a reasonable accommodation during the application process please contact . All employees must be legally authorized to work in the US. RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time including prior to the advertised closing date.

EEO Language for all countries outside of the US:

RSA is committed to the principle of equal employment opportunity for all employees and applicants for employment and to providing employees with a work environment free of discrimination and harassment. All qualified applicants will receive consideration for employment without regard to race color and any other category protected by applicable country law.

If you need a reasonable accommodation during the application process please contact the RSA Talent Acquisition Team at . RSA and its approved consultants will never ask you for a fee to process or consider your application for a career with RSA. RSA reserves the right to amend or withdraw any job posting at any time including prior to the advertised closing date.