Note: The job is a remote job and is open to candidates in USA. SecureW2 provides cloud-native PKI and RADIUS passwordless authentication solutions for securing human, machine, and AI agent identities. The Account Development Representative will engage existing customers to identify expansion opportunities, generate pipeline, and promote AI Security and Adaptive Defense platforms through strategic, multichannel account outreach.
Responsibilities
- 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
Skills
- 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
- Proven track record of multi-threading complex enterprise accounts and penetrating new departments within existing clients
- Strong interest in AI-driven cybersecurity tools, threat signal intelligence, and autonomous security workflows
- Skill in using AI tools for research and workflow automation while maintaining authentic, human-to-human communication
- Ability to work closely with SDR Leadership, Account Executives, Customer Success, and Marketing to execute joint account strategies
- Preference for prior experience
Company Overview