Menlo Security's mission is enabling the world to connect, communicate and collaborate securely without compromise. COVID-19 has made our mission all the more real. We support customers across various enterprises including Fortune 500 companies, 9/10 of the largest global banks and the Department of Defense.

The world has fundamentally changed. We are growing from 400 employees into the next phase of our journey, and we need passionate talent filled with empathy and agility. The right candidate for the job is ethical, hyper-organized, fanatical about seeing things through to completion, service-oriented, and humble enough to take feedback and coaching yet confident enough to provide feedback and coaching.

Menlo is well-funded for growth and our investors are second to none. They include Vista Equity Partners (“Vista”), General Catalyst, JPMC, American Express, HSBC, and Ericsson Ventures.

The Sr. Business Development Representative will be on the front line with prospects, partners, and customers. The ideal BDR candidate will have a minimum of 1-3 years of relevant experience, be tenacious, outgoing, well-spoken, tech-savvy, and a native language speaker of Japanese & basic understanding of English. The ability to understand and explain technical information in simple terms is required. 

The candidate preferably has a Cybersecurity background and will be well-versed in using Salesforce and other sales tools.

Primary Responsibilities:

• Cold call and qualify sales leads and schedule appointments for sales staff to meet qualified prospects

• Lead Management/nurture, including tracking, follow-up, and converting in Salesforce.com

• Deliver Menlo’s sales pitch and technology to potential customers, tailor those pitches to the specific needs of the potential customer, and answer questions accordingly

• Use Salesforce to track meetings, opportunities converted, and record prospect details

• Invite and schedule prospects for targeted Menlo field events

• Work on Target Account Programs to penetrate large Enterprise Accounts

• Work closely with Field Sales to continuously nurture accounts

Key Competencies

• Ability to thrive in a fast-paced, high-growth start-up environment where constant learning and applying that knowledge, is a must

• Ability to communicate professionally, persuasively, and expertly gather information/qualifications

• Coachable

• Tenacious & Resilient

• Hard-working & Self-Initiating

• A Problem Solver

• Organized with good time management skills & systems thinking

Education and Experience

• Proven track record in cold calling with a minimum of 1-3 years’ experience within the IT industry and/or selling cybersecurity products, especially SaaS offerings

• Knowledge of sales and marketing principles and strategies

• Proficiency in relevant computer applications, particularly Salesforce, Marketing Automation software (Outreach.io, Zoominfo, Navigator etc.), and Microsoft Office & Google Suite

• Bachelor’s degree or equivalent experience required

シニアビジネス開発代表は、見込み客、パートナー、お客様との最前線で活動します。理想的なBDR候補者は、1〜3年の関連経験を持ち、粘り強く、外向的で、表現力があり、技術に精通しており、日本語を母国語とし、基本的な英語理解があることが求められます。技術情報を簡単な言葉で理解し説明する能力が必要です。

候補者は、サイバーセキュリティのバックグラウンドが望ましく、Salesforceやその他の営業ツールの使用に熟練していることが求められます。

主な責任：

• コールドコールを行い、営業リードを評価し、営業スタッフが見込み客と会うためのアポイントをスケジュールする

• リード管理・育成、Salesforce.comでの追跡、フォローアップ、コンバージョンを含む

• メンロの営業トークと技術を潜在顧客に提供し、顧客の具体的なニーズに応じてそのトークを調整し、質問に答える

• Salesforceを使用して、会議、コンバージョンされた機会を追跡し、見込み客の詳細を記録する

• ターゲットとなるメンロのフィールドイベントに見込み客を招待し、スケジュールする

• 大企業アカウントに浸透するためのターゲットアカウントプログラムに取り組む

• フィールドセールスと密接に連携し、アカウントを継続的に育成する

重要なコンピテンシー：

• 常に学び、その知識を応用することが求められる急成長のスタートアップ環境で成功する能力

• プロフェッショナルかつ説得力のあるコミュニケーション能力、情報や資格を専門的に収集する能力

• 教えられることに対する柔軟性

• 粘り強く、回復力があること

• 努力家で自主的に行動すること

• 問題解決能力

• 良好な時間管理スキルとシステム思考を備えた組織力

教育と経験：

• IT業界でのコールドコールの実績があり、サイバーセキュリティ製品、特にSaaSオファリングを販売した経験が最低1〜3年あること

• 営業とマーケティングの原則と戦略に関する知識

• 特にSalesforce、マーケティングオートメーションソフトウェア（Outreach.io、Zoominfo、Navigatorなど）、Microsoft OfficeおよびGoogle Suiteに関連するコンピュータアプリケーションの熟練

• 学士号または同等の経験が必要

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Why Menlo?

Our culture is collaborative, inclusive, and fun! We have five core values: Stay Aligned, Get It Done, Customer Empathy, Think Creatively and Help Each Other Out. We believe in open communication, supporting new ideas, and sharing a mutual mindset of what we’re aiming to achieve together. There are tremendous opportunities to take initiative, implement new ideas, and have a hand in building a legacy.

All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability.

TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.