Business Development Representative, EMEA - UK at Menlo Security Inc in EMEA - UK

Job description

• Application
• The Senior Business Development Representative, EMEA is on the front line with prospects, partners, and customers, generating qualified pipeline across enterprise accounts throughout Europe, the Middle East, and Africa. Based in the UK, the person in this role works across multiple countries, languages, and buying cultures, partnering closely with Field Sales and Menlo's EMEA channel ecosystem of distributors, resellers, and global system integrators to open doors into some of the most security-conscious organizations in the region. As a senior member of the team, they take on the most complex target accounts, help shape the outbound playbooks the wider BDR team runs on, and support newer teammates as they ramp. They use AI tools daily for account research, call preparation, and outreach drafting, so more of their time goes to real conversations with prospects and less to administrative work.

Responsibilities

• Prospect into EMEA enterprise accounts through cold calling and multi-channel outreach, qualify leads, and schedule meetings between qualified prospects and the sales team.
• Own the most complex accounts in the territory, adapting outreach to the buying culture, language, and regulatory environment of each country you cover.
• Use AI tools to research accounts, prepare for calls, and draft tailored outbound messaging, applying your own judgment for accuracy, tone, and regional context.
• Deliver Menlo's pitch and technology story, tailoring it to the specific needs of each prospect and answering questions clearly.
• Manage and nurture leads end to end in Salesforce, including tracking, follow-up, and conversion, using AI-generated call summaries and CRM enrichment to reduce administrative time.
• Work with EMEA distributors, resellers, and system integrators, alongside Field Sales, to grow Target Account Program accounts and continuously nurture them.
• Share what works: contribute proven sequences, messaging, and call approaches back to the BDR team, and support newer teammates as they ramp.
• Invite and schedule prospects for targeted Menlo field events across the region; some travel will be required.

Requirements

• 3+ years of business development or sales development experience within the IT industry and/or selling cybersecurity or SaaS products, with a proven track record in cold calling. [Confirm against S5 leveling with comp before posting.]
• Professional fluency in English, both written and spoken.
• Experience prospecting across multiple countries or markets, not a single-country patch.
• Ability to understand technical information and explain it in simple, clear terms.
• Proficiency with Salesforce for tracking meetings, opportunities, and prospect details.
• Strong organization and time management skills.
• Bachelor's degree or equivalent experience.
• Existing right to work in the United Kingdom.
• Willingness to travel occasionally within EMEA.
• Cybersecurity industry background.
• Additional language skills relevant to the region, particularly German or Arabic.
• Familiarity with EMEA data protection and residency expectations (GDPR, UK GDPR) and how they shape security buying conversations.
• Experience with prospecting and marketing automation tools such as Outreach.io, ZoomInfo, or LinkedIn Sales Navigator.
• Experience using AI sales tools for account research, outreach personalization, or call summarization.
• Knowledge of sales and marketing principles and strategies.
• Experience working with distributors and resellers in a two-tier EMEA channel model.
• Proficiency with Microsoft Office and Google Workspace.
• Experience thriving in a fast-paced, high-growth environment with constant learning.

Skills

Required

• Cold calling
• Salesforce
• Prospecting across multiple countries
• Technical communication
• Organization and time management
• English fluency

Preferred

• Cybersecurity industry knowledge
• German or Arabic language skills
• GDPR and UK GDPR knowledge
• AI sales tools
• Sales and marketing principles
• Two-tier EMEA channel experience
• Microsoft Office and Google Workspace
• Thriving in fast-paced environments