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 $130,000 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