客户开发代表
Account Development Representative
关于SecureW2
SecureW2是云原生PKI和RADIUS无密码认证领域的领导者，通过持续信任保护人类、机器和AI代理的身份。我们的产品为一些最大的全球企业和最负盛名的学校提供网络访问安全，但并非所有现有客户都充分了解可供他们使用的解决方案或我们最新的创新。我们正在寻找一位经验丰富的战略客户开发代表，与我们的现有客户群建立联系——识别新的业务单元、未参与的利益相关者，并推动我们先进的AI安全和自适应防御平台的需求。
你将负责
- 基础拓展与客户画像：与客户成功团队和市场团队合作，针对一级和二级客户账户进行画像，识别未参与的采购中心（例如：SecOps、InfoSec、DevOps、身份/IdP管理员、相邻业务部门）。
- 跨部门挖掘未参与利益相关者：针对客户群中过去90天内没有任何活跃互动的联系人，挖掘新的扩展使用场景。
- 推动AI与自适应防御需求：教育现有客户从静态认证（Wi-Fi/BYOD）扩展到自动化安全响应、AI代理安全、机器身份管理以及实时威胁修复。
- 战略多渠道接触：通过电子邮件、电话、视频、LinkedIn以及客户成功和销售代表的热推荐，开展个性化、基于客户的接触活动。
- 管道生成：安排扩展发现会议，帮助客户从我们的平台上获得更多价值，并促成交叉销售和升级销售机会。
- 利用现代AI工作流：利用Clay和Claude Code等工具作为倍增器，研究客户技术栈、检测扩展信号并大规模构建个性化信息，而不会引入低效流程。
我们寻找的人选
- 经验：2至4年以上B2B SaaS领域的外向型SDR/XDR经验，最好有网络安全、身份管理（IAM/IdP）、AI安全或IT基础设施的相关经验。
- 战略客户拓展：在复杂企业客户中有多线程拓展的业绩记录，并能深入现有客户的全新部门。
- 对AI安全的兴趣：对AI驱动的网络安全工具、威胁信号情报和自主安全工作流有浓厚兴趣。有相关经验者优先。
- 无“AI低效”理念：擅长使用AI工具进行研究和工作。
查看英文原文
About SecureW2
SecureW2 is the leader in cloud-native PKI and RADIUS passwordless authentication, securing human, machine, and AI agent identities with continuous trust.
Our products secure network access for some of the biggest global enterprises and most prestigious schools, yet not all existing customers are fully aware of the solutions available to them or our latest innovations. We are seeking an experienced, strategic Account Development Representative to connect with customers in our installed base - identifying new business units, unengaged stakeholders, and driving demand for our advanced AI Security and Adaptive Defense platforms.
What You’ll Do
- Base Prospecting & Account Mapping: Work with Customer Success and Marketing on Tier 1 and Tier 2 customer accounts to map out unengaged buying centers (e.g., SecOps, InfoSec, DevOps, Identity/IdP Admins, adjacent business units).
- Cross-Threading Unengaged Stakeholders: Target contacts across our customer base who have had no active engagement in the past 90 days to uncover new expansion use cases.
- Drive AI & Adaptive Defense Demand: Educate existing clients on expanding from static authentication (Wi-Fi/BYOD) to automated security response, AI agent security, machine identity management, and real-time threat remediation.
- Strategic Multi-Channel Outreach: Run personalized, account-based outreach campaigns leveraging email, phone, video, LinkedIn, and warm referral introductions from Customer Success and AEs.
- Pipeline Generation: Book expansion discovery meetings, helping customers unlock more value from our platform and enabling cross-sell and upsell opportunities.
- Leverage Modern AI Workflows: Utilize tools like Clay and Claude Code as force multipliers to research account technology stacks, detect expansion signals, and build personalized messaging at scale without introducing slop.
What We’re Looking For
- Experience: 2 to 4+ years of outbound SDR/XDR experience in B2B SaaS, ideally with prior exposure to cybersecurity, identity management (IAM/IdP), AI security, or IT infrastructure.
- Strategic Account Prospecting: Proven track record of multi-threading complex enterprise accounts and penetrating new departments within existing clients.
- AI Security Curiosity: Strong interest in AI-driven cybersecurity tools, threat signal intelligence, and autonomous security workflows. Preference for prior experience.
- No "AI-Slop" Philosophy: Skill in using AI tools for research and workflow automation while maintaining authentic, human-to-human communication.
- Collaboration: Ability to work closely with SDR Leadership, Account Executives, Customer Success, and Marketing to execute joint account strategies.
Tech Stack You’ll Use
- CRM: Salesforce
- Outreach & Messaging: Outreach
- Enrichment & Automation: Clay, ZoomInfo, Apollo, Zapier, LLMs, etc
- Ecosystem & Overlap: Crossbeam
- Intelligence & Research: LinkedIn Sales Navigator, Gong / Chorus, RB2B, Vector, etc
Salary: $80k- $105KOriginally posted on Himalayas