Senior Business Development Representative

About PKI Solutions

At PKI Solutions, we're passionate about creating innovative solutions that help businesses achieve their security goals. Our team of experts brings decades of experience in the field of Public Key Infrastructure (PKI), enabling us to provide cutting-edge products and services to our clients. We take pride in our commitment to excellence, customer satisfaction, and staying at the forefront of industry trends.

About this Role

PKI Solutions is seeking a Senior Business Development Representative to bridge the gap between Marketing and Sales by generating qualified pipeline and creating new business opportunities. You'll build relationships with prospective customers, leverage modern prospecting tools and buying signals, and play a key role in accelerating our growth.

This is not a high-volume dialing role. We're looking for someone who enjoys building enterprise outbound programs, experimenting with messaging, identifying new buying signals, and continuously improving results. Working closely with Marketing and Sales, you'll test new outreach strategies, optimize campaigns, and help shape our go-to-market approach.

The ideal candidate has experience developing leads from marketing campaigns, prospecting into target accounts, and consistently generating qualified pipeline. Success in this role requires creativity, curiosity, and a data-driven mindset, along with the ability to engage prospective customers, build meaningful relationships, and turn interest into sales opportunities. If you're motivated, results-oriented, and thrive in a collaborative environment, we'd love to meet you.

Essential Duties and Responsibilities

• Qualify leads from marketing campaigns as sales opportunities
• Contact potential customers through cold calls and emails
• Leverage intent data and other buying signals to build targeted prospect lists
• Present our company and solutions to potential clients
• Identify prospective customer needs and suggest appropriate products/services
• Proactively seek new business opportunities in the market
• Set up meetings or calls between prospective clients and Account Executives
• Report to the Go to Market team on a weekly basis, providing metrics on prospecting, lead qualification and pipeline generation
• Stay up to date with new products/services and new pricing plans
• Build and optimize outbound sequences across email, LinkedIn and phone
• Research target accounts and identify buying committees within enterprise organizations
• Collaborate with Marketing with feedback on campaign performance, messaging and content
• Test new outreach strategies, messaging and prospecting techniques to improve conversion rates

Key Performance Metrics

As part of the responsibilities of this role, you will be measured on key metrics that demonstrate your ability to accelerate growth in the sales pipeline:

Pipeline Metrics

• Qualified meetings created
• Sales Accepted Opportunities
• Qualified pipeline generated
• Opportunity conversion rate

Efficiency Metrics

• Email reply rate
• Meeting show rate
• Prospect-to-meeting conversion
• Marketing lead follow-up cadence

Qualifications

• 3+ years’ experience as a Business Development Representative, Sales Account Executive or similar role within the B2B SaaS space
• Experience in the cybersecurity industry is preferred
• Experience leveraging AI tools to personalize outreach, research prospects, improve messaging, and increase productivity is highly desirable
• Experience prospecting into enterprise organizations ($500M+ revenue) and engaging technical and security decision makers is highly preferred
• High resilience and the ability to handle rejection professionally
• Strong research, organizational, and time-management abilities
• Hands-on experience with multiple sales techniques (including cold calls)
• Track record of achieving sales quotas
• Experience using modern sales engagement and prospecting platforms such as Salesforce, HubSpot, Apollo.io, LinkedIn Sales Navigator, ZoomInfo or similar tools.
• Familiarity with MS Excel (building tracking spreadsheets with key performance indicators)
• Understanding of sales performance metrics
• Excellent communication and negotiation skills
• Ability to deliver engaging presentations
• Bachelor’s degree in Marketing, Sales, Business Administration or relevant field

Compensation/Benefits

• $65-85K/year plus conversion / win bonuses
• 401(K) matching
• Dental, vision, and health insurance
• PTO and 10 paid holidays

Other

Supervisory Responsibility

• This position has no supervisory responsibilities.

Work Environment

• This job operates in an office setting. This role routinely uses standard office equipment such as computers, phones, photocopiers, and filing cabinets if applicable.

Physical Demands

• Ability to travel long-distances and lift 10-15 pounds.

Position Type and Expected Hours of Work

• This is a full-time position. Typical days and hours of work are Monday through Friday, between the hours of 8:00 a.m. to 5 p.m. or as scheduled with the employee’s supervisor.

Travel

• No

Work Authorization/Security Clearance

• US citizenship evidenced via current I9 process.

Other Duties

• Please note, this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee for this job. Duties, responsibilities, and activities may change at any time with or without notice.