Business Development Representative

Veeam is the Data and AI Trust Company, specializing in helping organizations ensure their data and AI are fully understood, secured, and resilient to enable the acceleration of safe AI at scale. As the market leader in both data resilience and data security posture management, Veeam is built for the convergence of identity, data, security, and AI risk. Headquartered in Seattle with offices in more than 30 countries, Veeam protects over 550,000 customers worldwide, who trust Veeam to keep their businesses running. Join us as we go fearlessly forward together, growing, learning, and making a real impact for some of the world’s biggest brands. About the Role 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. What You’ll Do 1. 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. 2. 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. 3. 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. 4. 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. 5. 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. 6. Grow • Stay current on industry trends and the competitive landscape, and seek feedback to keep improving. 7. 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. What You’ll Bring •