Business Development Representative (MDR)

BE THE FIRST TO BUILD SOMETHING THAT MATTERS

Why you should join our At-Bay Security team:

At-Bay is a fast-growth InsurSec company (Insurance × Cybersecurity) on a mission to protect businesses from digital risk. As an InsurSec provider, we uniquely combine insurance with mission-critical security technologies, threat intelligence, and human expertise to close the security capability gap that leaves SMBs exposed. Our model has earned recognition as both a Forbes Fintech 50 and Fortune Cyber 60 company, serving more than 35,000 customers.

We believe InsurSec is an $80B market opportunity, and we’re building our first BDR function to match that ambition. This is a ground-floor role: you’ll set the foundation for how At-Bay develops its security business, working directly alongside Account Executives to drive outbound pipeline.

Role overview:

Your primary focus is outbound prospecting: identifying, engaging, and qualifying opportunities across a defined account base. You’ll reach technical and financial buyers using a mix of research-led outreach, phone, email, and LinkedIn to build pipeline that converts.

You’ll be reaching an existing customer base that already trusts At-Bay. Your job is to open the conversation on security. With At-Bay, our customers experience 5X fewer ransomware attacks. You’ll carry that story to an audience that needs it and isn’t hearing it yet.

How you’ll make an impact: 

By 30 days…

• Develop a thorough understanding of our business, including how MDR, insurance, and our product tiers serve customers end-to-end
• Get sharp on our two core buyer personas: technical and financial decision-makers
• Partner with your AE and build your initial account penetration plan

By 60 days...

• Running active outbound sequences across your target account list
• Booking qualified meetings and contributing to early pipeline with your AE
• Established as a key connector between marketing, sales, and your accounts

By 90 days...

• Consistently hitting or exceeding pipeline targets and meeting metrics
• Leading top-of-funnel feedback loops with marketing
• Articulating At-Bay’s MDR value prop confidently to both buyer types

What you’ve accomplished already:

• You’ve prospected into SMB or mid-market accounts, ideally selling a cybersecurity offering or complex technical solution
• You’ve built and executed high-quality outbound campaigns built on targeted, research-led outreach, not spray-and-pray volume
• You’ve turned a cold “not interested” into a booked meeting and eventually a closed deal
• You’ve consistently hit or exceeded activity and pipeline targets
• You’re comfortable engaging both technical buyers (IT/security) and business/financial decision-makers in the same account