Picus validates attack surfaces, exposures, and security controls as one continuous loop: validate, decide, fix, re-validate. Instead of ranking findings by severity score, Picus proves which exposures are genuinely exploitable in your environment, including the business-critical, restricted, and air-gapped assets a live exploit can never safely touch, so teams act on what truly matters and resolve each exposure into a clear call to patch, mitigate, monitor, or accept with evidence.
The Picus Platform spans Autonomous Penetration Testing, Exposure Validation, and Breach and Attack Simulation, unified by Picus Swarm, a swarm of AI agents that runs the whole validation loop continuously. It reaches across on-prem, hybrid cloud, and endpoint environments, with 75+ integrations that ingest from scanners like Tenable and Wiz and operationalize through your EDR, SIEM, firewall, and ticketing tools.
The pioneer of Breach and Attack Simulation, Picus proves and improves the security controls you already own, doubling control effectiveness within three months. Picus holds a 95% recommendation rate, 4.9 on G2, and 4.8 on Gartner Peer Insights, and is the #1 Leader on Frost Radar for Automated Security Validation.
About The Role
As a Business Development Representative for Europe, you will create a qualified pipeline for our Account Executives across the region. You will convert inbound demand, run signal-based outbound into priority accounts, and build the prospecting processes that make this repeatable.
This role suits someone who enjoys both the conversation and the system behind it. You will use Apollo, Clay, and Salesforce not only to prospect but to design how prospecting works: how lists are built, how accounts are enriched and prioritized, and how every follow-up gets done. You will sit in Sales Operations and work closely with Account Executives, Marketing, and channel partners. Your primary measure of success is sales-sourced qualified pipeline.
What You'll Do
- Articulate Picus's value proposition clearly and tailor it to each prospect's needs
- Respond to inbound leads quickly, qualify fit and intent, educate interested prospects at the right time, and book meetings with Account Executives
- Run signal-based outbound into priority accounts, triggered by events such as breaches, new security leadership, regulatory changes and tooling shifts
- Build deep knowledge of our target verticals and ICP accounts
- Identify key players across security leadership, SOC, detection engineering and threat intelligence teams, and gather initial business requirements
- Run personalized, multi-channel outreach across email, phone and LinkedIn, and use A/B testing to improve results
- Drive attendance for webinars, seminars and conferences, and book meetings around them
- Hit agreed targets for qualified meetings, pipeline and KPIs
- Design, document and improve prospecting processes across GTM tools from list building and enrichment to prioritization, routing and sequencing
- Build and maintain target account and contact lists, keeping data accurate and complete
- Set up enrichment workflows that surface buying signals automatically and feed them into outreach
- Replace manual, repetitive steps with repeatable workflows the wider team can reuse
- Own a disciplined daily task list so every follow-up, sequence step and handover happens on time
- Hold regular reviews with each Account Executive on target account progress, open opportunities and next steps
- Track engagement across your target account list and re-engage accounts as new signals appear
- Collaborate with Sales and Marketing on campaign and account strategy
- Support Account Executives through the sales cycle to help close deals
- Keep Salesforce activity and qualification data accurate so pipeline is visible and forecastable
- Work with channel partners on joint prospecting where relevant
What You Bring
- 2+ years as a BDR or SDR at a cybersecurity vendor, selling to security buyers
- Exceptional written and verbal communication: you write concise, personalized outreach that gets replies, handle objections confidently on the phone, and listen well enough to uncover real pain points
- Comfort explaining technical concepts in business terms
- Clear internal communication: you hand off meetings to AEs with crisp context and keep stakeholders informed without being chased
- Demonstrated success in prospecting, including booking qualified meetings with enterprise prospects through outbound
- Hands-on experience with AI and GTM tools such as Claude, Apollo and Clay etc. using them daily for research, enrichment, personalization and workflow automation and document it so others can follow
- Strong task management: you run your day from a clear task list and nothing falls through the cracks
- Self-motivated, with a strong work ethic and high integrity
- Able to work independently and as part of a team in a fast-paced environment
- Fluency in English
Nice to Have
- Familiarity with security controls and frameworks such as EDR, SIEM and MITRE ATT&CK
- Understanding of exposure management, CTEM or security validation
- Comfort with spreadsheets and no-code automation for processing and routing data
- Experience with HubSpot, Cognism or other data providers
- Experience covering multiple European countries or working with channel partners
- Fluency in an additional European language (Spanish, Italian, French or German) is a plus.
Skills Required
- 2+ years of experience as a BDR or SDR at a cybersecurity vendor selling to security buyers
- Exceptional written and verbal communication skills, including personalized outreach and phone-based objection handling
- Ability to explain technical concepts in business terms
- Clear internal communication and effective handoff of qualified meetings to Account Executives
- Demonstrated success prospecting and booking qualified meetings with enterprise prospects through outbound efforts
- Hands-on daily experience with AI and go-to-market tools such as Claude, Apollo, and Clay for research, enrichment, personalization, and workflow automation
- Strong task management and disciplined follow-up practices
- Self-motivated, hardworking, and high-integrity approach
- Ability to work independently and collaboratively in a fast-paced environment
- Fluency in English
- Familiarity with EDR, SIEM, and MITRE ATT&CK security controls and frameworks
- Understanding of exposure management, CTEM, or security validation
- Comfort with spreadsheets and no-code automation for data processing and routing
- Experience with HubSpot, Cognism, or other data providers
- Experience covering multiple European countries or working with channel partners
- Fluency in Spanish, Italian, French, or German
What We Do
Picus Security is the pioneer of Breach and Attack Simulation (BAS). The Picus Complete Security Control Validation Platform is trusted by leading organizations worldwide to continuously validate the effectiveness of security controls against cyber-attacks and supply actionable mitigation insights to optimize them. Picus has offices in North America, Europe and APAC and is supported by a global network of channel and alliance partners. The company is dedicated to helping security professionals become more threat-centric and via its Purple Academy offers free online training to share the latest offensive and defensive cybersecurity strategies. Find more here: https://www.picussecurity.com/
