Business Development Representative

Summary Theori is a global leader in offensive security, founded by the world’s most elite hackers. With a decade of unparalleled technical expertise, we’re revolutionizing the cybersecurity paradigm with Xint, our AI-native AppSec platform spanning Xint Web (autonomous web app penetration testing) and Xint Code (AI-powered code security). Xint has been featured in The Verge, is in production with customers like Samsung Electronics, and is being adopted by security teams who want hacker-grade testing without hiring an army of pentesters. We are hiring a Business Development Representative based in the San Francisco Bay Area to generate pipeline for our North American team. You will own outbound prospecting into enterprise and high-growth software companies, qualify inbound interest, and represent Xint at local events and meetups across Silicon Valley. We’re opening a Bay Area office, and this role will be expected to work from it on a hybrid schedule once it’s in place. You will thrive here if you like starting conversations with people who don’t know you yet, can learn a technical product well enough to hold a credible first conversation with a security engineer, and want to help shape how an early sales team prospects. Key Responsibilities Build and work a target account list across large enterprises and high-growth, engineering-first companies Run multi-channel outbound across email, phone, and LinkedIn to AppSec, ProdSec, and security leaders Book and run first conversations that turn into qualified meetings for the sales team Qualify inbound leads and route them with clear context Attend Bay Area security events, meetups, and conferences to meet prospects in person Keep HubSpot accurate, with every meeting logged and notes complete Share what you’re hearing from prospects to sharpen messaging with sales and marketing Help build and document the outbound playbook as the team grows Requirements Bachelor’s degree in Business, Marketing, Communications, Computer Science, or a related field, or equivalent practical experience 1+ years in a BDR, SDR, or other quota-carrying or customer-facing role in B2B software Track record of booking meetings from outbound Clear, direct written communication Comfortable picking up a technical product and talking with technical buyers Organized enough to run many accounts and sequences at once Based in the San Francisco Bay Area, able to work in-office on a hybrid schedule once our office opens and attend local events and meetings Nice to Have Experience selling into cybersecurity, AppSec, or developer tools Experience with HubSpot and LinkedIn Sales Navigator Existing network in the Bay Area security or engineering community Experience at an early-stage startup Experience prospecting into enterprise accounts What We Offer Compensation & Benefits The annual compensation range for this role is listed below. Because this is a sales role, the range reflects On-Target Earnings (OTE), which includes both base salary and target commission. Commission is uncapped. OTE: $100,000 to $120,000 USD Equity Health, dental, and vision insurance Laptop + equipment 401(k) match Team Culture Work directly with sales leadership and founders Help build the outbound motion from the ground up Sell a product with real customers and real press behind it Collaborative, low-ego team Career growth and mentorship Why Join Theori? Cutting-edge product: AI-driven security tools that protect real systems Smart team: Collaborate with world-class engineers and security researchers Growth stage: Join early and help define the culture of our North American team Real impact: Shape how AI transforms cybersecurity