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Business Development Representative

2 weeks ago

Washington, Washington, D.C., United States 38North Security Full time

About 38North

38North Security is the world's most experienced, technically expert, cloud advisory team. Since the inception of cloud computing, we have helped organizations around the world take secure, compliant advantage of the cloud to power modern business. From tech start-ups to Fortune 500 companies, our impressive client portfolio includes government, major healthcare organizations, cloud service providers, and security vendors, with many at the forefront of innovation and disruptive technology.

Our goal is to become the preeminent cloud security engineering and compliance advisory team, in the US and internationally, trusted by the world's most demanding cloud centric organizations. At 38North, you will work with the most elite, experienced FedRAMP and cloud security experts in the world. You will be expected to continuously advance your technical and consulting skills while contributing to corporate initiatives that support our rapid growth.

In exchange, we offer competitive salaries (commensurate with experience), and a fully remote and flexible work environment. Most importantly, you'll be joining a team-focused organization, helmed by leaders who have worked together for decades to advance security and compliance initiatives.

Location

Remote, but must be available to work Eastern Time hours.

About the Role

We're growing fast, and so is our pipeline. We're looking for a highly organized, hands-on Business Development Representative to help execute and operationalize our pipeline with discipline, urgency, and follow-through.

This is an orchestration and unblocking role, with a path to future leadership. You'll be the person who ensures we respond to every lead, get every proposal out the door on time, and keep every opportunity in motion.

You'll collaborate closely with the Senior Director of Revenue Strategy, Opportunity Owners, Practice Leads, Rev Ops, Sales, and Marketing to keep deals from stalling, help stakeholders stay focused on revenue-driving activities, and eliminate bottlenecks in execution. You'll translate strategy into structured actions, organize chaos into flow, and ensure nothing falls through the cracks.

As a front-liner, you will also be expected to contribute to strategy by surfacing patterns from the field: what buyers are asking for, where deals are stalling, what message is resonating, and bringing those insights back to inform GTM priorities, campaign direction, and service positioning.

The ideal candidate is responsive, self-directed, and thrives in a collaborative, fast-moving environment. You don't need to own service delivery, but you'll need to be familiar with what we offer and how to talk about it. This is a role for a doer who takes pride in unblocking others and creating clarity through action. And while you're here to execute now, we're also looking for someone with the ambition and drive to grow into a future sales leader: someone who sees the big picture, earns trust through performance, and is ready to take on greater ownership over time.

Key Responsibilities

1 - Pipeline Coordination & Deal Support

  • Manage and track all opportunities across inbound, outbound, and partner channels.
  • Own lead follow-up, meeting logistics, and proposal timelines—including internal nudges that keep deals moving.
  • Ensure Salesforce is accurate, up-to-date, and actionable for leadership and opportunity owners.

2 - Proposal & Sales Asset Execution

  • Draft and format proposals using templates and SME input; ensure timely delivery and follow-up.
  • Organize and maintain a working library of sales materials (decks, one-pagers, proposal content, etc.).
  • Coordinate with Marketing and Practice Leads to surface content gaps and assemble necessary materials.

3 - Inbound & Partner Response

  • Triage inbound interest from ads, web forms, and partner referrals; route and respond quickly
  • Prepare meeting briefs, ensure discovery follow-ups are sent, and support progression of early-stage leads

4 - Outbound Campaign Execution

  • Build, launch, and track outbound campaigns in collaboration with RevOps and Marketing.
  • Draft initial email copy and sequence structure; request and manage asset development as needed.
  • Use tools like ZoomInfo, LinkedIn Sales Navigator, and UpLead to source and segment target lists.
  • Use HubSpot to execute, manage, and optimize outbound campaigns.

5 - Internal Enablement & Orchestration

  • Support opportunity owners (e.g. Directors, SMEs) with bandwidth coverage: calendar coordination, lead follow-up, and task tracking.
  • Help run weekly sales rituals, pipeline reviews, and internal follow-up systems.
  • Contribute to internal documentation and playbooks that improve repeatability.

What Success Looks Like

  • No lead or proposal goes unacknowledged or untracked.
  • Internal stakeholders feel unblocked and supported, not burdened.
  • Our pipeline feels structured, responsive, and tightly managed, even during busy periods.
  • Campaigns and outreach initiatives are moving, monitored, and yielding insight.
  • Sales assets are organized, easy to find, and frequently used.
  • We no longer rely on ad hoc activities to start sales conversations or send proposals: Structured processes are in place and running smoothly.

Qualifications

  • 3–7 years in business development, revenue/sales operations, or deal coordination roles
  • Strong knowledge of cybersecurity compliance frameworks preferred: FedRAMP, CMMC, IRAP, ISMAP, SOC2, ISOs, NIST, DoD, etc.
  • Strong CRM hygiene habits; comfortable working in Salesforce, HubSpot, and similar tools
  • Experience in fast-paced, services-focused environments
  • Skilled at client-facing communication, calendar management, and follow-up logistics
  • Able to support multiple opportunity owners without dropping the ball
  • Detail-oriented, proactive, and motivated by making other people more effective
  • Experience in cybersecurity, cloud, or compliance consulting
  • Strong writing skills (outbound emails, light proposal copy)
  • Familiarity with federal or technical buyers
  • Past success in supporting sales teams at small- to mid-sized firms
  • Must be a U.S. citizen or authorized to work in the U.S.

Technical Skills

  • Proficiency with Salesforce (required) and HubSpot (required)
  • Experience with lead generation platforms such as ZoomInfo, Apollo, UpLead, or LinkedIn Sales Navigator
  • Experience producing proposals, presentation decks, and buyer-aligned collateral
  • Ability to analyze sales funnel performance and propose iterative improvements
  • Knowledge of Power BI or data visualization tools is a plus

Professional Skills

  • Systems thinker with a knack for building structure, spotting inefficiencies, and implementing scalable processes
  • Operates with leadership presence—able to influence without authority and help lay the foundation for a future sales team
  • Fast-moving, proactive, and responsive under pressure—especially when managing sales velocity
  • Strong written and verbal communicator with both technical and non-technical audiences
  • Highly collaborative across cross-functional teams, with a bias for transparency and documentation
  • High ownership mindset and eagerness to grow into a future leadership role
  • Exceptional communication and judgment.
    You don't just respond, you anticipate. You know when to speak up, especially when no one else is naming the obvious. You flag risk before it festers, surface wins before they're forgotten, and create clarity without adding noise. You have a bias for over-communication when it matters, and you always tailor your message to the moment: just enough context, no unnecessary filler, and a tone that keeps things moving.