Business Development Representative

ABOUT GLOW Glow is on a mission to transform how enterprises proactively protect the modern endpoint with an agentic-first approach. Our platform gives security teams the visibility, context, and autonomous remediation they've never had before — across every endpoint, application, and AI tool in the environment. We move fast, we build things that matter, and we believe security should be a force multiplier for the business, not a bottleneck. Let's Glow. ABOUT THE ROLE … You love to foster relationships and enjoy interpersonal interactions. You're self-motivated and can hit the ground running in prospecting, managing, and qualifying prospects. You're excited to learn the fundamentals of sales and are eager to apply your communication skills to a fast-paced, entrepreneurial environment. As a BDR at Glow, you will play a critical support role within the Business Development organization. You'll be the connective tissue between our Demand Generation, Field Marketing, Sales and BDR teams—ensuring leads are enriched, routed, and activated with precision. WHAT YOU’LL DO … • Lead Management & Enrichment: Review, qualify, and enrich inbound leads generated from marketing campaigns, events, and digital sources. • Speed-to-Lead & SLA Adherence: Triage and action new leads within defined response-time SLAs, since how fast we respond directly drives conversion. • Lead Routing: Identify and escalate priority leads to the appropriate SDR or sales team member based on territory, industry, or urgency. • Lead Scoring & Qualification Support: Apply agreed-upon qualification criteria (firmographic and behavioral signals) to help prioritize which leads get worked first and by whom. • Multi-Channel Outreach: Support outbound touches — email, phone, and LinkedIn to warm leads and priority accounts, and help handle common objections before handing off to the SDR/AE. • Event Support: Represent Glow at webinars, field events, and conferences ,driving registrations through outreach, working the room as a brand ambassador, and running post-event follow-up to convert interest into pipeline. • Sequence Creation: Collaborate with BDR Leader to build and optimize outbound sequences to ensure targeted messaging within each territory. • CRM Hygiene: Maintain accurate records in Salesforce to ensure visibility into all lead activities and progress. • Pipeline Accountability: Own daily activity targets and monthly/quarterly pipeline contribution goals, and track your own conversion rates to know what's working. • Product & Industry Fluency: Stay current on Glow's product, positioning, and pricing, and build a working understanding of the market we sell into so conversations with prospects are credible from the first touch. • Reporting & Feedback Loops: Track lead volume, conversion, and routing outcomes; surface trends and process gaps to help the team continuously improve. • Collaboration: Work closely with the Demand Gen, Field Marketing, and Sales teams to align on campaign goals, reporting, and feedback loops. • Process Improvement: Suggest and help implement improvements to lead workflows and enrichment processes as volume and the team scale. WHAT YOU’LL BRING… • Strong organizational and communication skills, written and verbal • Eagerness to learn and grow into a sales role, with a clear interest in mentorship from experienced sellers along the way • Comfort with fast-paced environments and shifting priorities • Team-oriented mindset with a "no task too small" attitude • Detail-oriented, with strong follow-through on time-sensitive, high-volume work • A data-driven, metrics-oriented mindset, comfortable working inside a CRM, owning your own numbers, and using data to prioritize your day • Curiosity and coachability; you take feedback well and apply it quickly • Resilience and competitive drive, comfortable with rejection and motivated to keep improving • Ability to juggle multiple lead sources and queues without letting things fall through the cracks • Genuine interest in building a long-term career in tech/SaaS sales • Bachelor's degree preferred, but not required — we care more about drive and coachability than pedigree • Prior internship, customer-facing, or entry-level sales experience is a plus, but not required • Familiarity with Salesforce, Sales Engagement Platforms (Apollo/Outreach/Salesloft), data/enrichment tools (ZoomInfo or similar), and LinkedIn Sales Navigator is a plus, but not required • Ability to travel and attend conferences and events representing Glow At Glow, we believe our greatest strength is our people. We're committed to building an inclusive workplace where every team member feels welcomed, respected, and empowered to do their best work. We know that diverse backgrounds, experiences, and perspectives make us stronger as a company and better partners to our customers. Glow is proud to be an equal opportunity employer. We celebrate diversity and are committed to creating an environment free from discrimination and harassment. We make all employment decisions without regard to race, color, religion, sex, sexual orientation, gender identity or expression, national origin, age, disability, veteran status, genetic information, or any other characteristic protected by applicable law.