Business Development Representative, EMEA - UK

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, 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.
• Pipeline value sourced per quarter (in local currency and USD equivalent).
• Lead-to-opportunity conversion rate in Salesforce.
• Engagement coverage across Target Account Program accounts in the assigned EMEA territory.
• Prospect attendance sourced for targeted Menlo field events and regional trade shows.
• Contribution to team ramp: outbound sequences, messaging, or call approaches adopted by other BDRs.

What You'll Do

• Prospect into EMEA enterprise accounts through cold calling and multi-channel outreach, qualify leads, and schedule meetings between qualified prospects and the sales team.
• Own the most complex accounts in the territory, adapting outreach to the buying culture, language, and regulatory environment of each country you cover.
• Use AI tools to research accounts, prepare for calls, and draft tailored outbound messaging, applying your own judgment for accuracy, tone, and regional context.
• Deliver Menlo's pitch and technology story, tailoring it to the specific 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 EMEA distributors, resellers, and system integrators, alongside Field Sales, to grow Target Account Program accounts and continuously nurture them.
• Share what works: contribute proven sequences, messaging, and call approaches back to the BDR team, and support newer teammates as they ramp.
• Invite and schedule prospects for targeted Menlo field events across the region; some travel will be required.

Functional Competencies

Required

• 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. (Confirm against S5 leveling with comp before posting.)
• Professional fluency in English, both written and spoken.
• Experience prospecting across multiple countries or markets, not a single-country patch.
• 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.
• Existing right to work in the United Kingdom.
• Willingness to travel occasionally within EMEA.

Preferred / Nice to Have

• Cybersecurity industry background.
• Additional language skills relevant to the region, particularly German or Arabic.
• Familiarity with EMEA data protection and residency expectations (GDPR, UK GDPR) and how they shape security buying conversations.
• Experience with prospecting and marketing automation tools such as 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.
• Experience working with distributors and resellers in a two-tier EMEA channel model.
• Proficiency with Microsoft Office and Google Workspace.
• Experience thriving in a fast-paced, high-growth environment with constant learning.

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.

Equal Opportunity Statement

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.

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