Business Development Representative

Business Development Representative Help incident responders around the world. Collaborate in a supportive, high-impact team and grow as we shape Europe’s leading incident response platform. Job description As a Sales Development Representative, you will play a pivotal role in fueling StrangeBee's sales pipeline. Your mission covers both sides of pipeline generation: proactively identifying, prospecting, and qualifying high-potential new accounts (outbound), and responding to, qualifying, and nurturing leads generated by Marketing (inbound). You will operate upstream in the sales cycle, establishing the first relationships with prospects, whether you reached out to them or they reached out to you, and work closely with Account Executives to ensure a smooth handoff to the demonstration and closing phases. This role sits at the entry point of our go-to-market engine: the quality of your qualification, on both fronts, directly shapes the quality of every deal that follows. Beyond prospecting and qualification skills, we're looking for someone who takes ownership without waiting to be handed the answer, and that both Account Executives and prospects can rely on without having to check twice. Location: This role is based in Paris (France) or Barcelona (Spain), fluency in both French and English (written and spoken) is required regardless of which city you're based in. What matters to us You take initiative. You don't wait for a perfect brief or someone else's delivery to move forward: you identify what's missing and go get it. You default to trust. You do what you say you'll do. Your AEs, Marketing colleagues, and manager never have to double-check your commitments. You put the prospect's real interest first , even when it means qualifying someone out rather than pushing a meeting that won't convert. You go the extra mile. Not as a slogan: because you notice what's missing and don't leave it for someone else. Responsibilities Outbound: new account identification & prospecting Identify high-potential companies within target regions or segments. Map key decision-makers and build a qualified prospect pipeline through multi-channel outreach (cold calls, email campaigns, social selling, events, etc.). Approach prospects through personalized emails, phone calls, and social media messages, generating interest and securing qualified meetings. Inbound: lead response & management Respond promptly to all inbound leads generated by Marketing (website forms, content downloads, webinar/event registrations, demo requests). Prioritize and triage incoming leads based on fit and urgency, speed of response directly impacts conversion. Lead qualification (inbound & outbound) Conduct discovery calls to understand prospects' needs, challenges, priorities, and budgets, using structured qualification methodologies (Sandler, etc.). Assess opportunity relevance and maturity with rigor and consistency before handoff. Politely disqualify leads that don't fit the target profile, keeping the pipeline clean and reliable for Sales. Relationship building & nurturing Maintain regular, high-quality contact with prospects, whether newly identified or not yet sales-ready. Build trust by delivering relevant content and real added value throughout the pre-sales phase. Plan follow-ups, send reminder emails, and share relevant content (customer cases, studies, white papers) to nurture prospects and sustain engagement over time. Market understanding & messaging adaptation Analyze industry-specific challenges, processes, and use cases within target segments. Continuously monitor market evolution and customer needs to understand emerging trends and expectations. Adapt sales messaging and outreach strategies based on prospect profiles, industries, and evolving market dynamics. Relay recurring themes, objections, and expectations gathered from prospect conversations to Marketing and Sales leadership, closing the loop so future campaigns and messaging improve. Collaboration with the sales team Work closely with Account Executives to transfer qualified leads, whichever source they came from. Schedule and organize handover meetings with Account Executives ahead of the transition. Prepare handovers by sharing key information collected using the Sandler methodology (context, challenges, organization, project maturity). CRM tracking, reporting & discipline Ensure rigorous tracking of all interactions in HubSpot, including lead source, response times, qualification outcomes, and next steps. Maintain a clean, reliable, and actionable database to support sales performance management and Marketing attribution. Requirements Experience & approach Experience in a prospecting, sales development, or lead generation role, ideally in B2B software or a technical/complex sales environment. Comfortable operating on both outbound prospecting and inbound lead response, and able to switch between the two without losing rigor on either. Familiarity with sales qualification methodologies (Sandler, BANT, MEDDIC, or equivalent). Advanced CRM usage, ideally HubSpot. Strong writing and phone communication skills: able to craft personalized outreach as well as build rapport quickly with prospects who reached out on their own initiative. Mindset Results- and performance-driven, with resilience and perseverance in the face of rejection (outbound) as well as responsiveness and discipline on speed-to-lead (inbound). Clear, impactful communication and active listening / reframing skills. Strong organization and rigor in daily activity and CRM discipline. Analytical mindset, comfortable with market analysis and segmentation. Genuine business curiosity and interest in understanding customer challenges. Open to feedback and continuous improvement. Cybersecurity awareness Genuine interest in cybersecurity and willingness to learn the fundamentals of SOC / CSIRT / CERT environments: enough to hold a credible first conversation with a prospect and to identify who the relevant stakeholders are. No prior technical cybersecurity experience required. Languages French and English: Fluent (written and spoken) required regardless of city. Location Paris or Barcelona (Hybrid - 2 days on site per week) Salary structure 70% fixed / 30% variable. You might feel hesitant to apply if you don’t match 100% of the requirements. This list is a guide, we encourage you to apply even if you are a partial match. We are building teams that innovate, not teams that simply tick every box . Hiring process We aim to keep our process transparent, structured, and respectful of your time. Discovery call with the hiring team (30 minutes) A first conversation to understand your background, motivations, and answer your initial questions. Interview with the VP Sales (45 minutes) Deep dive into your experience, skills, and the role expectations. Technical test with the VP Sales and a team member (1 hour 15 minutes) Fit interview with a colleague (45 minutes) An opportunity to meet a team member, discuss day-to-day collaboration, and get a practical perspective. Interview with the Head of HR (30 minutes) Discussion around vision, culture fit, and long-term alignment. Please note we may conduct a reference check before finalizing the offer. About us StrangeBee is a European cybersecurity software company specializing in Incident Response. Founded in 2018 by the creators of TheHive and Cortex, StrangeBee was built on the success of these tools that quickly became widely adopted within the cybersecurity community. What started as open-source initiatives evolved into enterprise-grade solutions trusted by organizations worldwide. Today, TheHive is recognized as a leading incident response platform, empowering thousands of security analysts to detect, investigate, and respond to cyber threats efficiently. StrangeBee now operates as a fully commercial software vendor, focused on delivering robust, scalable, and continuously evolving solutions tailored to the needs of modern security teams. Our ambition is clear: strengthen our product ecosystem, meet the fast-growing demands of the cybersecurity market, and establish StrangeBee as a global leader in incident response platforms. We are growing fast and we’re looking for people who want to grow with us. Why join us At StrangeBee, you won’t just join a company, you’ll help shape a growing European cybersecurity leader. What makes us different is not only what we build, but how we build it. Customer Centric Everything we do starts with impact. We build for real security teams facing real threats. We listen carefully, challenge assumptions, and aim to deeply understand the “why” behind every need. If you care about delivering meaningful value, not just shipping features, you’ll feel at home here. Quest for Excellence “Good enough” is not our standard. We continuously question how we work, how we collaborate, and how we improve our product. Excellence for us means rigor, accountability, and pride in craftsmanship, whether in code, sales conversations, customer support, or internal processes. Embrace Change Cybersecurity evolves constantly, so do we. We encourage initiative, ideas, and constructive challenge. If you see something that could be better, you’re expected to speak up and help drive improvement. Change is not something we endure; it’s something we actively shape. One Team We believe performance comes from trust. We foster open communication, mutual respect, and psychological safety. Everyone’s voice matters, and collaboration goes beyond titles or departments. We succeed together. Joining StrangeBee means working in an environment where ownership is real, standards are high, and impact is visible, while being part of a team that genuinely supports each other. Département Sales Locations France, Spain Remote status Hybrid Yearly salary €38,000 - €48,000 Employment type Full-time