ServiceNow

Business Development Representative

ServiceNow • $64K — $99K *
Vienna, VA 22182In-Person
Business Services
Less than 5 years of experience
Today
Be an Early Applicant
Job Overview by Ladders

Qualifications

  • 1-2 years of experience in BDR or sales development, ideally in cybersecurity or enterprise software.
  • Proven history of exceeding sales targets consistently.
  • Familiarity with CRM systems, Salesforce preferred.
  • Experience collaborating across functions such as Channel, Sales, and Marketing.
  • Strong prospecting and creative problem-solving abilities.

Responsibilities

  • Identify and generate new business through targeted outreach including cold calling and social selling.
  • Qualify inbound leads from marketing and event inquiries.
  • Research prospect needs and business objectives thoroughly.
  • Schedule discovery calls for Account Executives with qualified leads.
  • Understand Armis' products to aid in opportunity progression.
  • Collaborate with teams to enhance lead generation processes.
  • Stay updated on cybersecurity trends and provide market feedback.

Benefits

  • Health plans with flexible spending accounts.
  • 401(k) Plan with company match.
  • Employee Stock Purchase Plan (ESPP).
  • Matching donations for charitable contributions.
  • Flexible time away plan and family leave programs.
Full Job Description
Job Description

Position Summary:

Armis from ServiceNow is seeking a highly motivated and experienced Business Development Representative (BDR) to join our growing sales team. This role is crucial in driving top-of-funnel growth by identifying and qualifying high-potential leads for our Account Executives. The ideal candidate will possess a proven track record of success in BDR roles, particularly within the cybersecurity or enterprise software industry. They will be a self-starter with excellent communication and organisational skills, and a strong understanding of the sales process.

Responsibilities:
  • Lead Generation & Qualification:
    • Proactively identify and generate new business opportunities through targeted outbound prospecting, including cold calling, emailing, social selling, and leveraging relevant industry events.
    • Qualify and convert inbound leads generated from marketing campaigns, events and website inquiries.
    • Conduct thorough research to understand prospect needs, pain points, and business objectives.
    • Utilise CRM (Salesforce) to accurately track and manage all activities and interactions.
  • Pipeline Management & Development:
    • Schedule discovery calls for qualified sales opportunities for Account Executives.
    • Develop and maintain a strong understanding of Armis' products and services, and their value proposition to help accelerate opportunity progression.
    • Collaborate with marketing, channel and sales teams to optimise lead generation and qualification processes.
    • Territory buildout responsibilities in partnership with your Account Executives (account mapping, research, persona mapping)
  • Market & Industry Knowledge:
    • Stay up-to-date on industry trends, competitive landscape, and emerging technologies in the cybersecurity space.
    • Develop a strong understanding of target industries and customer personas.
    • Provide feedback to marketing and product marketing teams based on prospect interactions and market insights.
  • Performance & Reporting:
    • Consistently meet or exceed monthly and quarterly targets for qualified opportunities and meetings.
    • Provide regular reports on activity, pipeline, and performance metrics.
    • Participate in ongoing training and development to enhance sales skills and product knowledge.


Qualifications

Experience:
  • Minimum of 1-2 years of experience in a BDR or sales development role, preferably in the cybersecurity or enterprise software industry.
  • Proven track record of consistently exceeding sales targets.
  • Experience with CRM systems (Salesforce preferred) and sales enablement tools.
  • Experience working collaboratively across business functions (Channel, Sales, Marketing).

Skills:
  • Excellent verbal and written communication skills.
  • Strong prospecting, qualification, and creative problem solving skills.
  • Ability to build rapport and establish relationships with potential customers.
  • Strong organisational and time management skills.
  • Ability to work independently and as part of a team.
  • Confidence in articulating a multi-product suite (platform sale).

Customer-Centric Approach:
  • Demonstrated ability to understand customer pain points and translate them into specific solutions with measurable business outcomes.
  • Strong follow-up skills to ensure customer satisfaction and continued success post-sale.

Professional Growth Mindset:
  • Hungry & Hardworking, self-motivated, results-driven, and goal-oriented with a strong desire to succeed.
  • Open to coaching, feedback, and continuous sales skills and technical knowledge improvement.

For positions in this location, we offer a base pay of $64,140 - $99,420, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location.

Additional Information

Work Personas

We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service.

About ServiceNow

ServiceNow provides cloud-based solutions that define, structure, manage, and automate services for enterprise operations in North America, Europe, the Middle East, Africa, the Asia Pacific, and other countries. The company offers service management solutions, including incident, problem, change, request, and cost management as well as service catalogs; and IT, HR, facilities, and field service management solutions. It also provides IT operations management solutions covering service mapping, delivery, and assurance solutions; business management solutions such as financial management, project portfolio suite, vendor performance management, and performance analytics as well as governance, risk, and compliance; and application development services.

ServiceNow Careers

Join the dynamic team at ServiceNow, a global leader in digital workflow solutions, where innovation and leadership converge to shape the future of work. At ServiceNow, we offer more than just job opportunities; we provide a platform for professional growth and a chance to be part of a culture that values diversity, creativity, and continuous learning.

Work You’ll Do

Embark on a career journey with ServiceNow and contribute to the world’s leading enterprises' digital transformation. Our team is at the forefront of developing cutting-edge technologies that improve how people work. With ServiceNow, you will use your skills to impact businesses and industries profoundly, driving efficiency and innovation.

Join Our Market-Leading Team

ServiceNow is not just another technology company. We are a team that thrives on diversity and leadership, fostering an inclusive environment that promotes growth and development. Our commitment to diversity training ensures that every team member can achieve their potential.

Innovative Work

ServiceNow is home to more than 10,000 dedicated professionals who lead the charge in digital workflows and enterprise solutions. As part of our team, you will engage in projects that merge technology with practical applications, creating revolutionary products that advance how services are delivered and managed.

Career Development

At ServiceNow, your career trajectory is filled with boundless opportunities. We support your growth with robust training programs, leadership development courses, and access to global challenges. Whether you are looking for an internship, full-time position, or leadership role, ServiceNow equips you with the tools to excel.

Be Part of a Great Team

Working at ServiceNow means being part of a community that values teamwork and innovation. Our collaborative environment encourages networking and sharing ideas, making our workplace vibrant and dynamic. The benefits of joining ServiceNow extend beyond comprehensive health and wellness; they include fostering professional connections and friendships that last a lifetime.

Explore Job Opportunities and Internships

Whether you’re a seasoned professional or a recent graduate, ServiceNow offers a range of employment options to suit your career goals. From internships that provide real-world experience to full-time positions that challenge you to leverage your expertise, we are committed to hiring the best talent.

Stay Connected

Join Our Team Search open positions that match your skills and interests. At ServiceNow, we look for passionate, curious, and solution-driven team players. Explore the possibilities that await you at a company that is committed to your professional success.

Keep Up to Date

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ServiceNow Careers

Empowering professionals to achieve more, ServiceNow is where careers are future-proofed, and ambitions are realized. Join us in our journey of growth and innovation.
Learn more about ServiceNow
Size
16,881 employees
Market Cap
$76.5 billion
Industry
Information Technology
Net Income
$118.5 million
Founded
2004
5 Year Trend
+33.5%
Revenue
$4.5 billion
NASDAQ
NOW
* Ladders Estimates

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