Business Development Representative

About this role

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