Prospect within existing enterprise accounts to identify unengaged stakeholders, uncover expansion opportunities, and generate cross-sell and upsell pipeline. The role involves account mapping, multi-threaded outreach, customer education on AI security and adaptive defense, discovery meeting generation, and collaboration with Sales, Customer Success, and Marketing. Modern AI and sales intelligence tools are used to research accounts, identify expansion signals, and personalize outreach.
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
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