Job description

Menlo Security is the leader in Browser Security for human and agentic workforces. Our mission is to enable humans and agents to connect, communicate, and collaborate securely, without compromise. The Menlo Browser Security Platform protects organizations from cyberattacks by stopping threats across the web, documents, and email before they reach the user. With Menlo Agent Runtime Security (MARS), that protection now extends to the AI agents working alongside every employee. Menlo Security is trusted by major global businesses, including Fortune 500 companies and government agencies, to protect their most valuable asset, their data, and is backed by top-tier investors. SUMMARY The Senior Business Development Representative, Public Sector is on the front line with prospects, partners, and customers, generating qualified pipeline across Federal agencies, State and Local government, and Public Sector departments within commercial organizations. This role partners closely with Field Sales and Menlo's channel ecosystem of partners, resellers, and Federal System Integrators to open doors into some of the most security-conscious organizations in the world. The person in this role uses 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. It's a high-visibility role for someone who wants to build a career in cybersecurity sales while working with a market that genuinely needs what Menlo delivers. OUTCOMES & KPIS (Metrics below are drafted suggestions for the hiring manager to confirm or adjust.) Key Outcome(s) Owned: - A consistent, growing flow of qualified Public Sector pipeline for the field sales team. - Deep, well-nurtured engagement across the assigned target account list, in partnership with Field Sales and channel partners. Success Metrics / KPIs: - Qualified meetings booked and held per month. - Pipeline dollars sourced per quarter. - Lead-to-opportunity conversion rate in Salesforce. - Engagement coverage across Target Account Program accounts. - Prospect attendance sourced for targeted Menlo field events. WHAT YOU'LL DO - Prospect into Public Sector accounts through cold calling and multi-channel outreach, qualify leads, and schedule meetings between qualified prospects and the sales team. - Use AI tools to research accounts, prepare for calls, and draft tailored outbound messaging, applying your own judgment for accuracy, tone, and public sector context. - Deliver Menlo's pitch and technology story, tailoring it to the specific mission and 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 partners, resellers, and Federal System Integrators to expand Menlo's reach into Federal agencies, State and Local organizations, and Public Sector departments within commercial entities. - Support Target Account Programs to grow large Enterprise accounts, working closely with Field Sales to continuously nurture them. - Invite and schedule prospects for targeted Menlo field events; some travel will be required. FUNCTIONAL COMPETENCIES Required: - 1-3 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. - 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. - Willingness to travel occasionally. Preferred / Nice to Have: - Cybersecurity industry background. - Knowledge of Public Sector agencies, budget and procurement cycles, and contract vehicles. - Experience with prospecting and marketing automation tools such as Outreach.io 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. - Proficiency with Microsoft Office and Google Workspace. - Experience thriving in a fast-paced, high-growth environment with constant learning. Our Compensation and Benefits At Menlo Security, Base Salary is one part of our competitive total compensation and benefits package and is determined using a salary range. The base salary range for this role is $58,100 - $74,900. In accordance with NY, CO, CA, and WA law, the range provided is Menlo Security’s reasonable estimate of the base compensation for this role. The actual amount may be higher or lower, based on non-discriminatory factors such as experience, knowledge, skills, abilities, and location. All employees may be eligible to become Menlo Security shareholders through eligibility for stock-based compensation grants, which are awarded to employees based on company and individual performance. Menlo Security does not accept unsolicited resumes from search firm recruiters. Fees will not be paid in the event a candidate submitted by a recruiter without an agreement in place is hired; such resumes will be deemed the sole property of Menlo Security. Menlo Security is an equal opportunity employer. All aspects of employment will be based on merit, competence, performance, and business needs. We do not discriminate on the basis of race, color, religion, marital status, age, national origin, ancestry, physical or mental disability, medical condition, pregnancy, genetic information, gender, sexual orientation, gender identity or expression, veteran status, or any other status protected under federal, state, or local law. MSGL-I4 Follow us on LinkedIn linkedin.com! Why Menlo? At Menlo, we don't settle for the status quo — in our technology or our culture. How we think and act is just as important as what we build. Our culture is defined by five core mindsets: Proactive Leadership, Straight Talk, United Impact, Elevated Talent, and Customer-Compelled. We take ownership and drive outcomes without waiting to be told. We communicate directly and seek hard truths. We break down silos and win together. We hold a high bar for ourselves and the people around us. And we treat every customer interaction as mission-critical. If you're someone who sees it, owns it, solves it, and does it — you'll thrive here. All qualified applicants will receive consideration for employment without regard to race, sex, color, religion, sexual orientation, gender identity, national origin, protected veteran status, or on the basis of disability. TO ALL AGENCIES: Please, no phone calls or emails to any employee of Menlo Security outside of the Talent organization. Menlo Security’s policy is to only accept resumes from agencies via Ashby (ATS). Agencies must have a valid services agreement executed and must have been assigned by the Talent team to a specific requisition. Any resume submitted outside of this process will be deemed the sole property of Menlo Security. In the event a candidate submitted outside of this policy is hired, no fee or payment will be paid.

Requirements

Must-haves

(Metrics below are drafted suggestions for the hiring manager to confirm or adjust.)
A consistent, growing flow of qualified Public Sector pipeline for the field sales team.
Deep, well-nurtured engagement across the assigned target account list, in partnership with Field Sales and channel partners.
Qualified meetings booked and held per month.
Pipeline dollars sourced per quarter.
Lead-to-opportunity conversion rate in Salesforce.
Engagement coverage across Target Account Program accounts.
Prospect attendance sourced for targeted Menlo field events.
Prospect into Public Sector accounts through cold calling and multi-channel outreach, qualify leads, and schedule meetings between qualified prospects and the sales team.
Use AI tools to research accounts, prepare for calls, and draft tailored outbound messaging, applying your own judgment for accuracy, tone, and public sector context.
Deliver Menlo's pitch and technology story, tailoring it to the specific mission and 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 partners, resellers, and Federal System Integrators to expand Menlo's reach into Federal agencies, State and Local organizations, and Public Sector departments within commercial entities.
Support Target Account Programs to grow large Enterprise accounts, working closely with Field Sales to continuously nurture them.
Invite and schedule prospects for targeted Menlo field events; some travel will be required.
1-3 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.
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.
Willingness to travel occasionally.
Cybersecurity industry background.
Knowledge of Public Sector agencies, budget and procurement cycles, and contract vehicles.
Experience with prospecting and marketing automation tools such as Outreach.io http://Outreach.io, ZoomInfo, or LinkedIn Sales Navigator.

Nice-to-haves

None flagged.

Application prep

Use the role’s language and application details while tailoring your materials.

Keywords to mirror

Platform: ashby
Effort: quick