Lookout: Business Development Representative
28 State Street, 19th Floor
Boston, MA 02109

Employee Testimonials

Alex Gladd - Lookout Employee
Heinzel Factora - Lookout Employee
Stephanie Shupe - Senior Software Engineer at Lookout

Video

Lookout is a cybersecurity company for the post-perimeter, cloud-first, mobile-first world. Powered by the largest dataset of mobile code in existence, the Lookout Security Cloud provides visibility into the entire spectrum of mobile risk. Lookout is trusted by hundreds of millions of individual users, enterprises and government agencies and partners such as AT&T, Verizon, Vodafone, Microsoft, Apple and others. Headquartered in San Francisco, Lookout has offices in Amsterdam, Boston, London, India, Sydney, Tokyo, Toronto and Washington, D.C. To learn more, visit www.lookout.com and follow Lookout on its blog, LinkedIn, and Twitter.

Summary:

The Business Development Representative is responsible for outbound prospecting into target accounts and for inbound lead qualification within an assigned territory. This role requires a motivated self-starter capable of making things happen and getting results.

You will utilize phone, email, and other channels of prospecting to contribute to building a pipeline of qualified opportunities through the creation of leads, pre-qualifying prospects, and initiating prospect meetings.

The Business Development Representative will report to the Inside Sales Manager and be part of a team that includes inside sales, field sales, and sales engineers working collectively to exceed monthly and quarterly sales performance goals.

Responsibilities:

  • Hunt for new business opportunities through a high volume of outbound activity in a metric driven sales process
  • Gain an in-depth knowledge and understanding of our value proposition and technology solutions to position to prospects
  • Maintain awareness of market conditions and competitors' products and pricing to keep up-to-date on knowledge of the industry
  • Work closely with Sales Management and sales teams to identify target customer profile lists and execute strategic prospecting plans
  • Pre-qualify prospects and schedule discovery calls leading to qualified opportunities for Territory Account Managers and Inside Sales Account Managers
  • Contribute to account mapping and territory planning to maintain and expand the companys database of prospects in Salesforce CRM
  • Emphasize customer value over product features and benefits
  • Overcome objections of prospective customers

Qualifications/Skills

  • Self-starter with sales hunter mentality
  • Strong competitive nature and desire to win
  • Highly coachable and interested in developing sales skills through ongoing coaching and training
  • Excellent verbal and written communication skills
  • Sense of urgency, ability to constantly prioritize, awareness of timelines and deadlines
  • Strong organizational and time management skills
  • Ability to work independently and as part of a team
  • B2B sales or business development experience preferable but not required
Full-time

Employee Testimonials

Alex Gladd - Lookout Employee
Alex Gladd
Forward Deployed Engineer, Sales

Why is what you do important?

I think protecting people as they use their mobile devices on a daily basis is important. I don’t think I would go a day without having my device with me and I don’t really know anybody who would these days. I think today there’s more exposure to attacks and compromises than ever before, for both people and organizations. I also love supporting our team. There’s an awful lot of work that needs to be done and a limited number of people with the right skillset out there... READ FULL EMPLOYEE SPOTLIGHT

Heinzel Factora - Lookout Employee
Heinzel Factora
Staff Technical Program Manager

What is one of your favorite projects you’ve worked on at Lookout?

I’ve been really lucky because I’ve worked on a lot of projects in my time here, but the last big program I worked on was our Mobile Threat Protection launch to the public. It’s one of my favorites because when I joined the team, it was only made up of eight or nine people. Now, that team has grown to around 40 people with four different Scrum teams, and I got to be there through that growth. It was an opportunity to really shape the team and the product.This was a brand new, and very important project and product for us. Alongside the team, I got to identify what Mobile Threat Protection would look like in terms of features and functionality set, and helped determine the schedule and drove the delivery... READ FULL EMPLOYEE SPOTLIGHT

Stephanie Shupe - Senior Software Engineer at Lookout
Stephanie Shupe
Senior Software Engineer

How has your team helped you or what is one of your favorite memories/anecdotes from the team?

One of the biggest skills my team helped me learn was testing. I hadn’t gotten into a habit of code testing when I first came out of my boot camp program years ago. I had done a little bit of it, but my team, and Lookout, really demands that code work as well as possible before it ever gets into quality assurance’s hands. They helped me set up tests, which changed the way I looked at writing my code. Here’s how it works: the product team gives us the expectations for that product or feature. You take those expectations and write them into your test. Effectively your code is going to fail all of those expectations at first, but then one by one you make them pass and can rest at the end knowing that your project works the way you wanted. It’s not a complete failsafe, but it’s a cool method of writing code that I learned solidly from my team. The nice thing is, Lookout’s whole engineering organization uses the same kind of methodology, so if you transfer teams like I did, you can carry your coding practice with you. That’s something I’m really thankful for....READ FULL EMPLOYEE SPOTLIGHT