On-site
SaaS
arbeitnow
About this role
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.SummaryThe 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.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 EMEA enterprise pipeline for the field sales team.Deep, well-nurtured engagement across the assigned EMEA target account list, in partnership with Field Sales and channel partners.Success Metrics / KPIs:Qualified meetings booked and held per month
Tools & Tech Stack
Selling Motion
Sales Cycle
Enterprise
6–18 month cycles, complex multi-stakeholder deals
Prospecting
Channel / Partner
Sell through partners, resellers, or alliances
Buyer Persona
C-Suite
Selling to executive decision-makers
Territory
Named Accounts
Pre-assigned list of target companies
Requirements at a Glance
Typical Day — BDR
Estimates based on role type and selling motion — actual may vary by company.
Role Signals
Green Flags
Dedicated prospecting team
SaaS — Interview Intel
Typical Sales Cycle
30–90 days (SMB) · 3–9 months (Mid-Market) · 6–18 months (Enterprise)
Common Buyer Objections
- "We're locked into a contract with [competitor]"
- "We built something in-house already"
- "We don't have budget until next quarter"
- "Our team won't adopt another tool"
Key Industry Metrics
Hot Topics to Reference
- • AI-native product disruption
- • PLG vs sales-led motion debate
- • Vertical SaaS consolidation
- • Usage-based pricing models
Use these insights to speak the buyer's language in interviews.
Tags
How do you qualify inbound leads?
Template questionDescribe your approach to multi-threading into an account.
Template questionHow do you prioritize your pipeline?
Template questionThis SDR/BDR role focuses on top-of-funnel pipeline generation through outbound prospecting.
SaaS sales roles typically involve consultative selling with longer deal cycles.
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