Business Development Representative

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. 

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. 

• 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. 

• 20 annual vacation days, plus 4 extra global VeeaMe Days for self-care and 24 paid volunteer hours annually through Veeam Cares

• Private medical insurance and income protection during illness or injury

• Annual wellbeing allowance and flu vaccination vouchers

• Discounted HCF corporate health insurance

• Free, confidential counselling and coaching via EAP

• Superannuation contributions via salary sacrifice

• Car allowance for eligible field sales roles

• Salary sacrifice options for portable electronic devices (phones, laptops, tablets)

• Opportunities to learn and grow through on-demand libraries (LinkedIn Learning, O’Reilly), mentoring, workshops, and learning events like our annual Global Day of Learning