Business Development Executive

About SANS

Founded in 1989, SANS Institute (SANS) began as a cooperative research and education organization. Over the next 25 years, it grew to become the most trusted and widely recognized provider of information security training and certification in the world. Today, SANS has served more than 300,000 cybersecurity professionals around the world, with more than 60,000 earning GIAC security certifications—the leading certification that provides assurance to employers that their people and prospective hires can do the job.

At the heart of SANS is a community of practitioners, from auditors and network administrators to CISOs, who share their lessons learned and collaborate on solutions to the challenges they face. These experts, working across corporations, government agencies, and universities, come together to support and strengthen the global information security community.

At SANS, our culture is defined by three pillars:
Mission, Brand, and People.

• Our Mission is to hire people who understand the importance fighting against cybersecurity threats.
• Our Brand reflects a commitment to delivering the highest quality training.
• Our People are grounded in a culture of fairness, honesty, customer focus, and a pragmatic approach.

We are seeking a Business Development Executive (BDE) to join our Business Development - Enterprise Sales team. This role plays a key part in driving SANS Institute's outbound sales and lead generation strategy. This role focuses on identifying, qualifying, and nurturing enterprise-level prospects and advancing them through the marketing and sales pipeline to deliver high-quality, actionable leads to Sales partners.

The ideal candidate is highly organized, consultative, and results-driven, with the ability to confidently articulate SANS products and services, uncover customer challenges, and propose practical solutions. Building strong relationships with enterprise prospects is central to this role, supported by exceptional communication skills and a disciplined, strategic approach to outreach and pipeline management.

As a Business Development Executive, you will:

• Generate and qualify enterprise leads through inbound follow-up and outbound prospecting efforts.
• Build and maintain relationships with prospects by nurturing warm leads and identifying new sales opportunities.
• Manage and maintain a pipeline of qualified prospects, engaging Enterprise Sales Executives for next steps.
• Follow up on inbound marketing leads and assess qualification, delivering appropriate information at each stage of the buyer journey.
• Educate and develop prospects through a consultative approach, leading to effective handoff to Enterprise and Regional Sales teams.
• Participate in customer discovery and consultative sales calls to identify business needs and recommend relevant SANS courses and certifications.
• Profile and research enterprise accounts in collaboration with Senior Sales teams to identify key stakeholders and business requirements.
• Set appointments for Regional Sales teams once leads reach qualified status.
• Drive attendance for webinars, live seminars, and trade events, and schedule meetings associated with these activities.
• Collaborate closely with Sales and Marketing teams on campaign execution and strategic sales initiatives.
• Maintain accurate and up-to-date activity, lead, pipeline, and opportunity data within Salesforce CRM.
• Conduct post-training customer outreach to identify new opportunities and support upsell efforts in partnership with Sales teams.
• Utilize sales intelligence and prospecting tools to identify and refine target accounts.
• Provide weekly reporting to management on lead activity and pipeline status.
• Perform other related duties as assigned.

Every SANS employee brings something unique. For this role, we're looking for candidates with:

• Proven track record of consistently exceeding sales targets with a strong commitment to client outcomes.
• High ethical standards and professionalism, with the ability to represent both personal and organizational brand effectively.
• Exceptional written, verbal, and presentation skills.
• Experience managing multiple strategic accounts and prioritizing efforts based on revenue potential.
• Strong organizational and time-management skills, with the ability to work independently in a matrixed, geographically distributed environment.
• Proactive, self-motivated approach to identifying and cultivating new business opportunities.
• Strong technical aptitude, including proficiency with Microsoft Office and Salesforce (CRM).
• Working knowledge of basic contracting principles to support negotiations and agreements.
• Collaborative team player with a positive, professional attitude.
• Unrestricted authorization to work in the USA; visa sponsorship is not available.

• 2+ years' experience in Cyber sales market; 5+ years highly preferred
• Demonstrated experience in overachieving quota, large enterprise account management and new…