Business Development Representative (BDR)

🏢 Summary: Enterprise Account Executive role responsible for driving revenue growth across the US East territory by selling complex enterprise software solutions. The position manages the full sales cycle, targeting C-level executives and closing high-value deals while collaborating with cross-functional teams. Requires extensive travel and strong experience in enterprise technology sales. 🗂️ Requirements: Minimum 7 years of enterprise sales experience, Proven track record of closing 7-figure deals with C-level executives, Experience selling complex software or technology solutions, Experience in US or international markets, Willingness to travel up to 50% within the US, Exceptional communication, presentation, and negotiation skills 📃 Skills: Salesforce, CRM, SaaS, EnterpriseSales, Forecasting, PipelineManagement, Negotiation 🏢 Description: Account Executive – Enterprise Sales Location: US – East (Florida/Gulf States) About AppViewX: AppViewX is trusted by the world's leading organizations to reduce risk, ensure compliance, and increase visibility through automated certificate lifecycle management. The AVX platform is a cloud-native Certificate Lifecycle Management (CLM) platform enabling certificate lifecycle management, Kubernetes TLS automation, scalable PKI-as-a-Service, secure code signing, Microsoft CA migration, IoT security, SSH and key management, and PQC-forward controls across multi-cloud, hybrid, and edge environments. Role Overview We are seeking a highly motivated and results-driven Enterprise Account Sales Executive to join the international sales team. This role is responsible for driving revenue growth and market share expansion across the US East territory. The successful candidate will manage the entire sales cycle, from prospecting and qualification to negotiation and closing, targeting enterprise-level accounts. This role requires extensive travel and a deep understanding of diverse business cultures. Key Responsibilities Sales and Revenue Generation - Achieve and exceed quarterly and annual sales targets for the US East territory. - Identify, prospect, qualify, and close new enterprise business opportunities. - Develop and execute strategic account plans to penetrate key target accounts. - Forecast sales activity and revenue achievement accurately. Territory Management - Develop a comprehensive understanding of the US market landscape, including competitive environment, economic trends, and regulatory factors. - Manage and prioritize a robust pipeline of opportunities, ensuring continuous forward movement. - Customize sales presentations and proposals to align with regional needs and business practices. Collaboration and Communication - Work closely with cross-functional teams, including Product, Marketing, Legal, and Customer Success, to ensure seamless execution and customer satisfaction. - Provide market feedback to the Product Development team to influence future product enhancements. - Participate in industry conferences and events to represent the company and generate leads. Qualifications Required - Minimum of 7 years of enterprise sales experience, with a proven track record of closing 7-figure deals with C-level executives. - Demonstrable experience selling complex software or technology solutions in international markets, preferably in the US regions. - Exceptional communication, presentation, and negotiation skills. - Willingness and ability to travel within the US up to 50% of the time. Preferred - Proficiency in English language. - Experience with CRM software like Salesforce. Travel Requirements - 50% travel to customers, partners, and events is required. Why Join Our Sales Team - High-impact role driving company growth. - Opportunity to sell a differentiated solution with real customer value. - Collaborative, performance-oriented culture. - Clear expectations and transparent performance metrics. - Career growth aligned with results and capability. Equal Employment Opportunity AppViewX is an Equal Employment Opportunity Employer. Employment is conditioned upon successful completion of a background check and drug screen (as applicable) and authorization to work in the United States.

🏢 Summary: Senior Enterprise Solutions Architect role owning the full technical pre-sales lifecycle for strategic enterprise accounts across the Western US, focused on machine identity, PKI, CLM, and post-quantum cryptography. The position leads complex multi-product opportunities, delivers architecture guidance, and executes high-impact POCs in hybrid and multi-cloud environments. It requires deep hands-on expertise in identity security and strong engagement with executive security stakeholders. 🗂️ Requirements: 7+ years in enterprise pre-sales or solutions architecture within identity-focused cybersecurity, Hands-on expertise in at least two: PKI, CLM, HSM, IAM, PQC, Experience designing CA hierarchies and enterprise PKI deployments, Proven ability to lead and close enterprise POC/POV engagements, Experience with hybrid and multi-cloud environments, Strong knowledge of Zero Trust and identity-centric security models, Experience engaging VP/Director-level security stakeholders, Bachelor’s degree in Computer Science, Information Systems, Cybersecurity or equivalent, Based in Western United States, Ability to travel 30–40% 📃 Skills: PKI, CLM, HSM, IAM, PQC, ML-KEM, ML-DSA, FIPS203, FIPS204, ADCS, EJBCA, Kubernetes, ACME, SCEP, EST, CMP, Bash, PowerShell, Python, Ansible, ServiceNow, Splunk, CyberArk, AWS, Azure 🏢 Description: Solutions Architect Location: Western United States (CA / WA / CO preferred) – Remote-first with significant regional travel About AppViewX AppViewX is a global leader in machine and agentic identity security and automation. Our AVX platform is a cloud-native solution for Certificate Lifecycle Management (CLM), PKI-as-a-Service, SSH and key management, Kubernetes TLS automation, secure code signing, and Post-Quantum Cryptography (PQC) readiness. Following the acquisition of Eos Cyber, the platform delivers a unified machine identity and agentic identity control plane, combining certificate automation with AI-native identity governance. Role Overview The Enterprise Solutions Architect (ESA) – WEST is a senior individual contributor who owns the technical sales lifecycle for strategic enterprise accounts and prospects across the Western United States. This role requires deep Identity, PKI, CLM, and PQC expertise, strong enterprise POC execution skills, and the ability to confidently engage security leadership stakeholders. The ESA leads complex, multi-product opportunities at F500 and Global 2000 accounts, delivering architecture-level guidance on CLM automation, PKI modernization, and post-quantum cryptographic readiness (ML-KEM, ML-DSA, FIPS 204), while contributing to the regional SE team. Key Responsibilities Enterprise Pre-Sales Ownership - Own the full technical sales lifecycle: discovery, solution design, architecture workshops, POC/POV execution, competitive displacement, and technical closure - Lead multi-product enterprise deployments spanning CLM, PKI, Code Signing, Kubernetes TLS, AIS, and QTH - Develop account-level technical strategy including expansion and cross-sell opportunities - Partner with Enterprise AEs and Sales leadership on deal strategy and positioning Customer & Executive Engagement - Engage VP Infrastructure, VP Security, and CISO-level stakeholders on machine identity, Zero Trust, and cryptographic modernization - Lead discovery sessions, architecture workshops, and competitive evaluations - Represent the organization at industry events and partner forums across the Western United States POC / POV Delivery - Architect and execute enterprise POCs/POVs including prerequisites, integration scoping, success criteria, and executive readouts - Maintain hands-on proficiency across CLM, PKI, SSH, Kubernetes, Code Signing, AIS, and QTH product lines - Develop reusable POC playbooks, reference architectures, and technical runbooks Customer and Partner Advisory - Advise enterprise accounts on post-quantum cryptographic readiness - Articulate NIST PQC standardization outcomes and enterprise implications - Educate on Harvest-Now-Decrypt-Later (HNDL) threats and PQC migration planning - Advise on agentic identity governance Team Contribution & Enablement - Contribute to competitive battlecards, RFP libraries, and knowledge base - Support partner enablement with GSIs, VARs, and technology partners - Provide structured field feedback to Product Management Required Qualifications - 7+ years in enterprise pre-sales, solutions architecture, or senior technical customer-facing cybersecurity roles focused on identity - Hands-on expertise in two or more: PKI (CA hierarchy design, ADCS, EJBCA, commercial CA), CLM automation platforms, HSM (Thales Luna, Utimaco, AWS CloudHSM, Azure Dedicated HSM), IAM (machine/workload identity), PQC (ML-KEM, ML-DSA, hybrid certificates) - Experience engaging VP- and Director-level stakeholders - Proven leadership of enterprise POC/POV engagements in multi-cloud and hybrid environments - Experience with Kubernetes, virtualization, and modern infrastructure - Strong understanding of Zero Trust and identity-centric security - Experience in long enterprise sales cycles with multi-stakeholder procurement - Bachelor’s degree in Computer Science, Information Systems, Cybersecurity, or equivalent experience - Based in Western United States with 30–40% travel availability Preferred Qualifications - Experience displacing Venafi, Keyfactor, DigiCert, or Entrust in enterprise accounts - Familiarity with EJBCA, HashiCorp Vault PKI, or open-source CA platforms - Knowledge of ACME, SCEP, EST, CMP - Scripting or automation experience: Bash, PowerShell, Python, Ansible - Integration experience with ServiceNow, Splunk, CyberArk, or enterprise ITSM/SIEM platforms - Experience in financial services, healthcare, federal/DoD, or critical infrastructure sectors - Relevant certifications such as CISSP, CCSP, AWS Certified Security – Specialty, or Microsoft Certified: Security Engineer - Awareness of CA/Browser Forum mandates including 47-day TLS certificate validity requirements

🏢 Summary: Hands-on Forward Deployed Engineer role focused on building production solutions, sample applications, and developer tools on top of the X API platform for Enterprise and Indie developers. The position combines deep technical implementation with developer experience, emphasizing APIs, real-time data, and AI/agent integrations. You will work directly with customers to drive adoption and improve SDKs, documentation, and tooling across the ecosystem. 🗂️ Requirements: 5+ years in customer-facing technical role, Proficiency in at least two programming languages (Python, JavaScript, TypeScript, Java), Experience shipping production-quality software and developer tools, Strong knowledge of API design principles, Experience with REST or GraphQL APIs, Understanding of real-time streaming systems, Experience with authentication mechanisms, Hands-on experience building SDKs or developer tools, Experience creating technical documentation and guides, Experience with AI or LLM integrations 📃 Skills: Python, JavaScript, TypeScript, Java, REST, GraphQL, APIs, Streaming, Authentication, SDKs, CLI, LLM, AI, Rust, Scala, JVM 🏢 Description: ABOUT xAI xAI's mission is to create AI systems that can accurately understand the universe and aid humanity in its pursuit of knowledge. Our team is small, highly motivated, and focused on engineering excellence. This organization is for individuals who appreciate challenging themselves and thrive on curiosity. We operate with a flat organizational structure. All employees are expected to be hands-on and to contribute directly to the company's mission. Leadership is given to those who show initiative and consistently deliver excellence. Work ethic and strong prioritization skills are important. All employees are expected to have strong communication skills. They should be able to concisely and accurately share knowledge with their teammates.ABOUT THE ROLE: X Developer Platform is responsible for the partner ecosystem of B2B and B2C developers that build solutions using X's extensive API set. With more than 500 million active users and billions of posts per week, X offers robust, real-time and historical data, insights and engagement opportunities across a wide range of organizations and industries. Our API gives you the ability to learn from and engage with the conversation on X and we supply developers with the tools to further uncover, build on, and share the value of this conversation with the world. Our mission broadly is to achieve the state of X, "The Everything App", and be the clear digital townsquare of Earth. We make our ever-expanding universe of social media data available via our extensive API suite with consistent and reliable architecture so the world can realize the full potential of this amazing stream of information. Our team helps collect, process, enrich and deliver hundreds of billions of signals a day through the X API platform. Our products are highly available, scalable, optimized, respectful of X's user base, and truly essential for our customers who build their businesses on X data. We are seeking an exceptional Forward Deployed Engineer who will work at the intersection of deep technical implementation and world-class developer experience. In this hands-on role, you will be on the front lines building production solutions for Enterprise customers, creating sample apps for both Enterprise and Indie developers, improving DevEx tools (SDKs, MCPs, CLIs, sandbox environments, and more), and authoring comprehensive how-to-guides — with an emphasis for X API + Agentic/AI use cases and integrations. You are genuinely obsessed with developers, our documentation, and making every X API product super accessible, intuitive, and delightful to build with. You will work directly with customers while collaborating closely with internal product and engineering teams to drive adoption, reduce friction, and maximize long-term value across the entire developer ecosystem. X Developer API Products Include: Real time streaming access to X data Historical access to archived X data Insight into X engagement data Enrichments on X objects derived from the latest machine learning technologies Flexible access to aggregate data End to end developer experience RESPONSIBILITIES: Partner directly with Enterprise customers to understand their business needs and rapidly build production-grade solutions, prototypes, integrations, and accelerators using the X API platform. Design, develop, and maintain high-quality sample applications, starter kits, reference implementations, and code examples for both Enterprise teams and Indie developers to accelerate adoption and showcase best practices. Build, enhance, and ship developer experience tools such as SDKs, MCPs, CLIs, Sandbox/Test Environments, and other internal/external tooling that dramatically improves developer productivity and ease of use. Research, write, and continuously improve comprehensive how-to guides, tutorials, cookbook recipes, technical blogs, and educational content — with special emphasis on X API integrations, real-time data, AI Agents, LLMs, and emerging use cases. Obsess over every aspect of developer experience: continuously audit and elevate our documentation, onboarding flows, code samples, and overall accessibility to make X API products the most approachable and powerful in the industry. Gather real-world feedback from customers and the broader developer community, advocate passionately for their needs internally, and collaborate with Product and Engineering teams to influence roadmap and feature prioritization. Diagnose complex technical issues, bugs, and edge cases; provide expert-level troubleshooting, workarounds, and long-term solutions while turning learnings into public guides and tooling improvements. Streamline support processes and create scalable materials that close knowledge gaps and accelerate success for both managed partners and self-serve developers. BASIC QUALIFICATIONS: Exceptional coding proficiency in two or more languages (Python, JavaScript/TypeScript, Java, etc.) with a proven track record of shipping production-quality software, sample apps, prototypes, and developer tools. Strong understanding of API design principles, REST/GraphQL, real-time streaming systems, authentication, and modern AI/agent workflows. Hands-on experience building developer-facing assets: sample applications, reference implementations, DevEx tools, and high-quality technical documentation/guides. Deep, genuine passion for developer experience (DevEx) — you instinctively identify friction and love removing it through better docs, tools, and accessible APIs. 5+ years of experience in a customer-facing technical role (partner engineering, solutions architecture, developer relations, forward-deployed engineering, or similar) working directly with enterprise customers. Ability to work comfortably and professionally with diverse stakeholders (software developers, product managers, technical executives, and business leaders) to define and deliver shared objectives. Excellent project management skills with the ability to scope, execute, and drive initiatives autonomously in a fast-paced environment. Outstanding verbal and written communication skills, including the ability to translate complex technical topics into clear, engaging documentation and presentations. Strong attention to detail and a solution-oriented mindset that turns customer problems into scalable improvements. PREFERRED SKILLS AND EXPERIENCE: Previous experience building or significantly contributing to developer platforms, tools, SDKs, interactive playgrounds, or educational content. Hands-on knowledge of AI/Agent frameworks, LLM integrations, or building AI-powered applications on top of data APIs. Industry experience in social media, enterprise software, data analytics, real-time/streaming data, or related spaces. Strong familiarity with Rust, Scala (ideally), or JVM-based programming languages. A public portfolio of sample apps, open-source contributions, technical blogs, guides, or DevEx tools that demonstrate your builder mindset and developer obsession. COMPENSATION AND BENEFITS: $180,000 - $440,000 USD Base salary is just one part of our total rewards package at xAI, which also includes equity, comprehensive medical, vision, and dental coverage, access to a 401(k) retirement plan, short & long-term disability insurance, life insurance, and various other discounts and perks.xAI is an equal opportunity employer. For details on data processing, view our Recruitment Privacy Notice.

🏢 Summary: Senior Technical Client Services Specialist responsible for leading a team supporting the Nasdaq/AxiomSL ControllerView platform, managing client relationships, and overseeing system upgrades and issue resolution. The role combines technical expertise with team leadership to deliver high-quality client support across regions. Position is hybrid-based in Wroclaw with focus on complex system deployments and database-driven environments. 🗂️ Requirements: Proven experience in software engineering or software analyst role, Experience leading or mentoring technical teams, Strong knowledge of relational databases, Ability to manage system upgrades, deployments, and UAT support, Experience troubleshooting complex technical issues, Fluency in English 📃 Skills: Oracle, PostgreSQL, SQL, Java, Python, R, ControllerView 🏢 Description: As a Senior Technical Client Services Specialist reporting to Director - Client Managed Services, you’ll play a critical role in enhancing client experiences, and enabling global growth. You’ll thrive in this position if you’re collaborative, data-driven, have a global mindset , and bring a passion for technology to a fast-paced, high-impact environment. Key Responsibilities: Lead, mentor, and develop a high-performing team specializing in the Nasdaq/AxiomSL ControllerView platform. Establish the Polish team as a trusted offshore knowledge hub supporting multiple regions. Build and maintain strong, trust-based relationships with clients across portfolios. Oversee system upgrades, deployments, and quality assurance activities, including integration, regression, and UAT support. Troubleshoot and resolve complex client issues, ensuring timely and effective service delivery. Required Qualifications: Proven years in a software engineering or software analyst role. Leadership skills, good interpersonal and communication skills. Solid understanding of relational database technologies (Oracle, PostgreS, SQL). Excellent interpersonal and communication skills. Fluency in English (spoken and written). Preferred Qualifications: Proficiency in Databases, Java; knowledge of R or Python. ControllerView knowledge. This position will be located in Wroclaw, Poland and offers the opportunity for a hybrid work environment at least 3 days a week in-office, subject to change, providing flexibility and accessibility for qualified candidates. Benefits & Rewards: We offer a competitive, well-rounded rewards package that supports you and your family - inside and outside work. The annual gross base pay for this role is zł146,000 - zł285,000. In addition to base pay, we offer short-term incentives (bonus or commission) and long-term incentives (equity), where applicable, as well as the following benefits: Competitive base salary Annual bonus Annual equity grant Employee Stock Purchase Plan offering discounted company shares Pension plan PPK 6 additional days off per year Extra vacation time based on tenure Work from (almost) anywhere – up to 20 days/year Paid time off to volunteer Health insurance 24/7 mental health support for you and your family Global mentoring program Unlimited access to e-learning platforms Hybrid work setup Modern and comfortable office work environment with fresh fruit, snacks, and weekly fika breaks At Nasdaq, we use a structured job and career framework to make sure growth opportunities are clear and fair. The pay range you see reflects the full salary band for this job level, including room for progression over time. The actual offer will depend on factors like your skills, experience, qualifications, and location, and will fall within a portion of the posted range that’s appropriate for this role. Come as You Are Nasdaq is an equal opportunity employer. We positively encourage applications from suitably qualified and eligible candidates regardless of age, color, disability, national origin, ancestry, race, religion, gender, sexual orientation, gender identity and/or expression, veteran status, genetic information, or any other status protected by applicable law. We will ensure that individuals with disabilities are provided reasonable accommodation to participate in the job application or interview process, to perform essential job functions, and to receive other benefits and privileges of employment. Please contact us to request an accommodation.

🏢 Summary: Principal Account Executive role focused on managing the full enterprise SaaS sales cycle, from prospecting to closing, within a geographic territory. The position involves strategic account planning, complex deal management, and relationship building with enterprise stakeholders in the application security market. The offer includes sales training, healthcare coverage, flexible time off, and retirement benefits. 🗂️ Requirements: 3-5+ years of full-cycle B2B SaaS sales experience, Experience selling technical solutions to large enterprise customers, Proven record of achieving and exceeding sales targets, Knowledge of Force Management methodology, Knowledge of MEDPICC deal qualification, Ability to manage complex enterprise relationships, Ability to engage executive-level stakeholders, Team-oriented approach, Willingness to travel 📃 Skills: SaaS, B2B, MEDPICC, ForceManagement, Sales, Forecasting, Prospecting, CRM 🏢 Description: Looking for an innovative, high-growth, multi-award-winning company in one of the hottest segments of the security market? Look no further than Veracode! Veracode is a global leader in Application Risk Management for the AI era. Powered by trillions of lines of code scans and a proprietary AI-generated remediation engine, the Veracode platform is trusted by organizations worldwide to build and maintain secure software from code creation to cloud deployment. As a Principal Account Executive you are an experienced sales professional responsible for the full sales cycle, prospect to close within your assigned geographic territory. You will focus heavily on prospecting, selling and building strong relationships with key stakeholders in large enterprise accounts. What you will be responsible for: - Create and execute a strategic territory plan to attract and close business leveraging cross-functional relationships with business development and marketing as well as regional partners and system integrators - Accurately forecast and deliver a predictable sales cycle, and understand and engage with upper management to move deals through complex sales cycles - Challenge, consult with and inspire our prospects to think differently, beyond immediate needs, to engage in a value-based sales motion from initial discovery through proof of concept to purchase order - Participate in industry-leading events attended by innovative cutting-edge vendors and thought leaders - Continuous sales training and learning opportunities to further elevate your career Required Skills: - 3-5+ years of full-cycle sales experience selling technical B2B SaaS solutions to large enterprise customers - Proven track record of achieving and exceeding sales targets - Working knowledge of Force Management and MEDPICC deal qualification to identify, qualify and progress opportunities - Ability to map and navigate complex relationships, develop and test champions, engage across all levels of the organization utilizing executive sponsors - Team-oriented mindset - Willingness to travel What we offer you: - Outstanding Medical, Dental, and Vision Coverage to meet all your healthcare needs - Wellness benefits to help you focus on what's most important - "Take What You Need" time off policy - Extensive development and training offerings to help you grow your career at Veracode - Generous 401k match to help save for your future - Amazing community of professionals who take pride in what we do every day Compensation Transparency In accordance with U.S. pay transparency laws, Veracode provides compensation transparency for roles based in the United States. Specific compensation may be influenced by various factors including candidates experience, education, and work location. Employment opportunities are available to all applicants without regard to race, religion, color, national origin, gender, sexual orientation, age, marital status, veteran status, or disability status.