Business Development Representative
Theori · United States · $100,000–$120,000 (stated in the posting)
Summary
Theori is a global leader in offensive security, founded by the world’s most elite hackers. With a decade of unparalleled technical expertise, we’re revolutionizing the cybersecurity paradigm with Xint, our AI-native AppSec platform spanning Xint Web (autonomous web app penetration testing) and Xint Code (AI-powered code security). Xint has been featured in The Verge, is in production with customers like Samsung Electronics, and is being adopted by security teams who want hacker-grade testing without hiring an army of pentesters.
We are hiring a Business Development Representative based in the San Francisco Bay Area to generate pipeline for our North American team. You will own outbound prospecting into enterprise and high-growth software companies, qualify inbound interest, and represent Xint at local events and meetups across Silicon Valley. We’re opening a Bay Area office, and this role will be expected to work from it on a hybrid schedule once it’s in place.
You will thrive here if you like starting conversations with people who don’t know you yet, can learn a technical product well enough to hold a credible first conversation with a security engineer, and want to help shape how an early sales team prospects.
Key Responsibilities
Build and work a target account list across large enterprises and high-growth, engineering-first companies
Run multi-channel outbound across email, phone, and LinkedIn to AppSec, ProdSec, and security leaders
Book and run first conversations that turn into qualified meetings for the sales team
Qualify inbound leads and route them with clear context
Attend Bay Area security events, meetups, and conferences to meet prospects in person
Keep HubSpot accurate, with every meeting logged and notes complete
Share what you’re hearing from prospects to sharpen messaging with sales and marketing
Help build and document the outbound playbook as the team grows
Requirements
Bachelor’s degree in Business, Marketing, Communications, Computer Science, or a related field, or equivalent practical experience
1+ years in a BDR, SDR, or other quota-carrying or customer-facing role in B2B software
Track record of booking meetings from outbound
Clear, direct written communication
Comfortable picking up a technical product and talking with technical buyers
Organized enough to run many accounts and sequences at once
Based in the San Francisco Bay Area, able to work in-office on a hybrid schedule once our office opens and attend local events and meetings
Nice to Have
Experience selling into cybersecurity, AppSec, or developer tools
Experience with HubSpot and LinkedIn Sales Navigator
Existing network in the Bay Area security or engineering community
Experience at an early-stage startup
Experience prospecting into enterprise accounts
What We Offer
Compensation & Benefits
The annual compensation range for this role is listed below. Because this is a sales role, the range reflects On-Target Earnings (OTE), which includes both base salary and target commission. Commission is uncapped.
OTE: $100,000 to $120,000 USD
Equity
Health, dental, and vision insurance
Laptop + equipment
401(k) match
Team Culture
Work directly with sales leadership and founders
Help build the outbound motion from the ground up
Sell a product with real customers and real press behind it
Collaborative, low-ego team
Career growth and mentorship
Why Join Theori?
Cutting-edge product: AI-driven security tools that protect real systems
Smart team: Collaborate with world-class engineers and security researchers
Growth stage: Join early and help define the culture of our North American team
Real impact: Shape how AI transforms cybersecurity