About this role.
Cobalt is hiring a remote US Business Development Representative to create qualified sales opportunities for its Pentest as a Service platform. The role focuses on high-volume outbound prospecting, inbound lead qualification, account research, and identifying decision-makers using Salesforce, SalesLoft, and LinkedIn Sales Navigator. This individual contributor will partner closely with Account Executives and a Business Development Manager to organize pipeline and advance nurture strategies. Success requires resilience, empathy, strong organization, comfort with rejection, and the ability to meet weekly and monthly activity metrics while working PST/MT hours.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
3/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
Skills and capabilities most closely associated with this opportunity.
Sample interview questions
I would first research the company's industry, size, technology environment, growth initiatives, and likely security risks. I would identify relevant stakeholders, such as security, engineering, and IT leaders, then develop personalized messaging that connects a probable business pain to Cobalt's pentesting value. I would run a coordinated sequence across email, calls, and LinkedIn, monitor engagement, and adjust the approach based on responses and account signals.
I view rejection as useful information rather than a personal outcome. I document common objections, review calls and messaging for patterns, and test improved positioning while maintaining activity consistency. Staying focused on controllable inputs, such as quality research, follow-up discipline, and daily outreach goals, helps me remain resilient.
I would monitor outreach volume, connection and reply rates, positive-response rate, meetings booked, meeting-show rate, opportunity conversion, and pipeline sourced. I would segment these metrics by persona, industry, channel, and message to identify where performance is strongest or where refinement is needed. I would also review qualitative feedback from Account Executives to ensure that booked meetings are well qualified.
I would learn why the prospect is evaluating pentesting now, their application or infrastructure scope, current security testing process, compliance or customer requirements, timeline, decision-makers, and budget process. I would confirm whether Cobalt's service model fits their need and summarize the relevant pain points before scheduling the next conversation. This helps the Account Executive enter the meeting with useful context and a clear path forward.
I would establish shared definitions for qualified meetings and target accounts, hold regular pipeline reviews, and provide concise notes on prospect pain points, stakeholders, timing, and prior engagement. I would ask for feedback on meeting quality and closed-lost outcomes so I can improve targeting and messaging. Consistent communication ensures prospecting efforts support the Account Executive's territory strategy rather than operating separately.
Business Development Representative, Central
Who We Are
Cobalt was founded on the belief of a fundamental human aspiration: the desire to live better and safer. It all started in 2013, when our founders realized that pentesting can be better. Today our diverse, fully remote team is committed to helping organizations of all sizes with seamless, effective and collaborative Offensive Security Testing that empower organizations to OPERATE FEARLESSLY and INNOVATE SECURELY.
Our customers can start a pentest in as little as 24 hours and integrate with advanced development cycles thanks to the powerful combination of our SaaS platform coupled with an exclusive community of testers known as the Cobalt Core. Accepting just 5% of applicants, the Cobalt Core boasts over 500 closely vetted and highly skilled testers who jointly conduct thousands of tests each year and are at the forefront of identifying and helping remediate risk across a dynamically changing attack surface.
Cobalt is an Equal Opportunity Employer and we strive to build a diverse and inclusive workforce at our company. At Cobalt we aspire to engage with diverse individuals, communities, and organizations in order to continue to nurture our unique rich diverse culture. Join our team, and be your true self to do your best work.
Description
The Business Development Representative (BDR) is responsible for identifying and creating new qualified opportunities for the sales team. This role manages outbound campaigns and inbound lead flow within their territory by qualifying and identifying critical decision makers to successfully position the Cobalt value proposition. The BDR will be an expert in our PtasS (Pentest as a Service) offering as you are most often the first impression our customers will receive. BDRs who establish high performance and embody our core values will have opportunities for career advancement within sales.
This role will require candidates to work PST/MT hours
What You’ll Do
- Creative and personalized outbound prospecting within your target accounts
- Leveraging tools including Salesforce, SalesLoft, LinkedIn Sales Navigator, and others to research and connect with potential customers
- Achieving and exceeding weekly/monthly metrics
- Gain business knowledge through researching potential pain points, decision-making structures, and everyday business challenges of our target prospects
- This is an individual contributor role that reports to a Business Development Manager who values continuous improvement through weekly one-on-ones as well as providing you with the autonomy to allow you to steer your own success
- Close alignment with Account Executives on pipeline organization and ongoing prospecting and nurture strategies
- Lead prioritization
- High volume prospecting and lead qualification through outbound phone calls, emails, and other channels
- Regular team huddles to celebrate wins and share goals
You Have
- Embody our Core Values:
- We lead with grit
- We deliver quality at speed and scale
- We are One Cobalt!
- The ability to think on your feet and answer unexpected questions with ease
- Demonstrate empathy for your prospects’ pains and challenges
- You are resilient and ready to handle objections and rejection swiftly
- A willingness and desire to work in a fast-paced and high-growth environment
- A passion for sales and sales processes
- You find ways to motivate yourself and your teammates (We are One Cobalt)
- Are highly organized, process-oriented, and flexible as priorities change
- Confidence using tools like Salesforce, SalesLoft, and LinkedIn.
Diversity at Cobalt
With over 45 nationalities already at Cobalt (and counting), we respect and celebrate diversity! We’re proudly committed to equal employment opportunities regardless of your gender, religion, age, sexual orientation, ethnicity, disability, or place of origin. We support each other and are grateful for each Cobalter’s contribution to our mission — let’s make security dance!
Please apply even if you don’t think you meet all of the criteria above, but are still interested in the job. Nobody checks every box, and we’re looking for someone excited to join the team.
Why You Should Join Us
- Grow in a passionate, rapidly expanding industry operating at the forefront of the Pentesting industry
- Work directly with experienced senior leaders with ongoing mentorship opportunities
- Earn competitive compensation and an attractive equity plan
Pay Range Disclosure
Cobalt is committed to fair and equitable compensation. This role offers a total target compensation (OTE) of $78,571 per year, structured as a 70/30 split:
Base Salary: $55,000
Variable/Commission (30%): $23,571
Additional Benefits: Equity package + full benefits
Final compensation is determined by individual factors, including relevant experience, skills, and certifications. Base pay ranges may vary by location based on state labor market data and proximity to major metropolitan areas.
Cobalt (the “Company”) is an equal opportunity employer, and we want the best available persons for every job. The Company makes employment decisions only based on merit. It is the Company’s policy to prohibit discrimination in any employment opportunity (including but not limited to recruitment, employment, promotion, salary increases, benefits, termination and all other terms and conditions of employment) based on race, color, sex, sexual orientation, gender, gender identity, gender expression, genetic information, pregnancy, religious creed, national origin, ancestry, age, physical/mental disability, medical condition, marital/domestic partner status, military and veteran status, height, weight or any other such characteristic protected by federal, state or local law. The Company is committed to complying with all applicable laws and providing equal employment opportunities. This commitment applies to all persons involved in the operations of the Company regardless of where the employee is located and prohibits unlawful discrimination by any employee of the Company.
Cobalt is an E-Verify employer. E-Verify is an Internet-based system operated by the Department of Homeland Security (DHS) in partnership with the Social Security Administration (SSA). It allows participating employers to electronically verify the employment eligibility of their newly hired employees in the United States.
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