Outbound Business Development Representative

Business Development Representative (Remote)

RSA provides trusted identity and access management for 12,000 organizations around the world, managing 25 million enterprise identities and providing secure, convenient access to millions of users. RSA specializes in empowering security-first organizations in financial services, healthcare, energy, technology services, and other industries to thrive in a digital world, delivering complete capabilities for modern authentication, access, lifecycle management, and identity governance. Whether in the cloud or on-premises, RSA connects people with the digital resources they depend on everywhere they live, work, and play.

For decades, RSA has pioneered many of the encryption, authentication, and identity federation technologies that still power the internet. And now RSA is transforming the industry yet again, paving the way for the future of digital identity through the RSA Unified Identity Platform; next-generation hybrid and cloud solutions; the first ever and only multi-functional, passwordless hardware authenticator; and a frictionless, mobile-optimized experience for the modern workforce. If you are self-motivated and looking for a fast-paced challenge doing something that truly matters, come join our winning team!  For more information, go to rsa.com.

Job Summary

The Business Development Representative (BDR) is responsible for supporting pipeline generation through a combination of inbound 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 defined SLA, 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 RSA's 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 RSA's ICP and agreed qualification criteria.
• Identify relevant business challenges and connect them to RSA's 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

• Bachelor's degree in Business, Marketing, Communications, or a related field, or equivalent practical experience.
• 1–2 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 [email protected]. 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 [email protected]. 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.