Lead Business Development Representative

WatchGuard Technologies
Seattle WA
30+ days ago
WatchGuard Technologies
WatchGuard Technologies

Job Description

This position can be either be located in Boston, MA or Seattle, WA USA

A Day in the Life

Each day, you will start by leading the team in a standup meeting to review the key priorities for the day and offer an opportunity to share what’s working (and what isn’t). You’ll spend the next hour or so doing research on your focus accounts for the day using tools like 6Sense, Salesforce.com, and LinkedIn. The next hour will be spent personalizing emails for your OutReach sequences with the information collected through your research. You’ll need to be available to assist the rest of the team with any research challenges or prioritization questions. Then it’s time to grab the phone and call on those focus accounts and set meetings for the account manager. Each week, you’ll sync with your regional Channel Development and territory reps to review meetings from the week, goals for the territory and any feedback. Throughout the day you’ll grab some breaks, check-in on your social channels – any new accepted LinkedIn requests or important company news to share on Twitter? You’ll be responsible for checking in with the rest of the team daily and keeping an eye on everyone’s monthly goals. You’ll also attend core marketing meetings and serve as the key voice of sales within the demand generation and marketing teams at WatchGuard, providing critical feedback and input on the overall pipeline development strategy. The end of the day should be used to prepare for the next day – check to see what new accounts moved in-market, which accounts are responding to content, and who’s requested follow-up.

About the Position

The creation of the business development team as part of the overall demand generation and pipeline creation strategy is a new and critical initiative at WatchGuard. This team will be instrumental in the overall success of company objectives to identify, nurture and engage with the partner community. As the Lead Business Development Representative (BDR) at WatchGuard, you will play a critical role in the success of this team by acting as the voice of sales helping to drive the strategy, processes and success of the BDR function. The lead BDR will focus on highly engaged in-market accounts and identify the key contacts and partners at each account. The BDR team owns the initial sales engagement with these accounts and drives to set quality meetings for the Channel Development Representative. The organization counts on you to share the WatchGuard vision, open doors into opportunities and consistently exceed targets and expectations. The Lead BDR is a mentor and leader for the rest of the team and will regularly meet with the Director of Demand Generation to provide updates on the rest of the team and strategize on ways to empower the team to meet their monthly goals. This is a high energy position requiring an individual who is extremely motivated, enthusiastic and results driven.

Position Responsibilities

  • Mentor fellow BDR team members to be better business development reps than they were the day before
  • Serve as a key partner in the providing feedback and insights into the overall pipeline development strategy
  • Help to shape and design OutReach sequences for customer and partner prospecting
  • Lead team meetings and report on team’s monthly goals and challenges
  • Complete the demand generation process by developing opportunities with potential in-market accounts
  • Acquire new partners to grow the WatchGuardONE partner program
  • Identifying project champions and key partners within in-market and target accounts
  • Maintain accurate records of engagement with accounts and contacts in Salesforce
  • Shape messaging and personalize communications based on intent data and buyer insights
  • Create and deliver qualified appointments
  • Maintain and expand the number of prospective in-market accounts
  • Ensure follow-up by passing leads to appropriate team members with impactful next steps
  • Understand WatchGuard’s business inside and out to overcome objections of prospective partners while appropriately communicating brand identity and corporate position
  • Other duties and projects assigned

Skills and Qualifications

  • Strong verbal and written communication skills
  • Ability to use intent data and research to personalize emails in pre-defined sequences and to know when to create a custom email
  • Skill in navigating organizations and using social media to find the right prospect to contact
  • Strong time management skills, results-driven, and a proactive nature appreciated and rewarded
  • Desire to be part of the team and share in your teammate’s success and failures
  • Ability to track the team’s progress and identify any potential challenges or issues
  • Ability to learn quickly and to adapt easily to change
  • Passion to help our partners become more profitable and our customers to be more secure
  • Desire to mentor team members to be the best they can be
  • Experience using CRM systems, Salesforce.com preferred
  • Experience using LinkedIn and other social media platforms in prospecting
  • Experience with other tools including OutReach, Marketo, 6Sense are a plus
  • Bachelor’s degree or equivalent work experience


  • 3 – 4 years’ experience in a sales or business development role
  • Technology or software sales experience is a major plus
  • Ability to understand the customer’s need and communicate the company value proposition
  • Ability to work in a fast paced, team environment
  • Excellent written and verbal communication skills
  • Strong time management with organizational skills

Why Work for WatchGuard?

At WatchGuard we create smart security, simply done. We’re a leader in building cyber security hardware, wireless, and cloud solutions that protect small and midsize businesses, and distributed enterprises worldwide. Our award-winning network security solutions provide layered, enterprise-grade protection that is easy to deploy and manage. Whether you are an industry veteran, or at the beginning of your career, now is an amazing time to work in the security industry, and there’s never been a better time to be at WatchGuard.

We love solving the industry’s toughest challenges, and our innovation keeps our customers ahead of increasingly sophisticated hackers, which has fueled record revenues. We’re heavily reinvesting in the company and driving rapid acceleration across all aspects of our business. As a result, our employee base has nearly doubled in the last three years, organically and through acquisition.

Our company culture places intense focus on our customers and employees. From the newest employee to our CEO, you'll find that each person at WatchGuard embodies our core values: accountability, passion for success, community building, and maintaining a customer focus in all things.

WatchGuard Technologies is privately backed by equity firms Vector Capital and Francisco Partners, and has headquarters in Seattle, Washington, with offices throughout North America, Europe, Asia Pacific, and Latin America.

WatchGuard provides equal employment opportunities for all qualified employees, regardless of their race, color, national origin, religion, ancestry, creed, pregnancy, age, sex, sexual orientation (including gender expression or identity), marital status, mental or physical disability, honorably discharged veteran or military status, or any other category protected by federal, state or local laws. Our equal employment opportunity (or EEO) policy is to focus solely on the talent, hard work, contributions and actual results achieved by each WatchGuard employee, and on the potential of employment candidates to make such contributions. We consider focusing on an employee’s protected characteristic rather than on talent, hard work and actual work results to be a violation of our EEO policy.

As an Equal Opportunity Employer, we are committed to a diverse workforce. WatchGuard participates in E-verify.



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