Business Development Manager
SUMMIT OPS
/job-details/13844
**About Summit Ops**
Summit Ops is a next-generation MDR (Managed Detection & Response) and Managed Security Service Provider (MSSP) based in North Macedonia, delivering proactive cyber defense to businesses across the region. Our team builds and operates the platforms, pipelines, and automation that power our SOC, helping organizations protect their digital assets, maintain compliance, and mitigate cyber risk.
**The Role**
With our technical Sales, Pre-sales, and Engineering functions fully established, we're looking for a proactive, driven Business Development Representative to spearhead top-of-funnel pipeline generation through outbound activities. You'll serve as the first point of contact for prospective clients including: researching accounts, executing multichannel outbound campaigns, qualifying cybersecurity needs, and setting up high-value opportunities for our Senior Solution and Technical Sales teams.
**Responsibilities**
- **Account Research:**
Identify, evaluate, and prioritize Ideal Customer Profile (ICP) accounts across mid-market businesses, compliance-heavy sectors (healthcare, finance, tech), and organizations with cross-border or distributed infrastructure security needs, leveraging business and intent signals to time outreach effectively.
- **Stakeholder Mapping:**
Map relevant decision-makers across IT, Security, Finance, Operations, Compliance, and HR/People functions, while building strong relationships across prospects, partners, and cybersecurity ecosystem stakeholders.
- **Outbound Prospecting:**
Execute structured, multichannel outbound campaigns via targeted email reachout, in person meeting and cold calling activities, LinkedIn outreach, and personalized follow-ups tailored to account verticals and buyer personas.
- **Opportunity Qualification and Nurturing:**
Conduct discovery calls to assess a prospect's current security posture, operational challenges, and readiness for an MSSP model, while maintaining value-add touch points over.
- **Sales Hand-Off:**
Schedule qualified discovery and demo meetings with vetted prospects and deliver comprehensive meeting notes, stakeholder intelligence, and security context to Pre-Sales Engineers and Account Executives.
- **Market Intelligence and CRM Hygiene:**
Maintain accurate account, contact, and pipeline records in the CRM; track regional competitor activity to refine positioning; and share relevant threat reports and service updates to keep Summit Ops top-of-mind.
- **Continuous Improvement:**
Regularly analyze outreach performance, and collaborate with sales to optimize messaging and campaign conversion rates.
**Your First Six Months**
We provide structured onboarding, and a clear ramp toward independent performance:
- **Month 1 (Onboarding & Execution):**
Build core domain knowledge in cybersecurity, SOC/MDR services, and compliance frameworks (SOC 2, ISO 27001, NIS2); complete outbound sales training, master prospecting tools; and prepare a list of prospects to book your first qualified meetings.
- **Month 3 (Ramp and Acceleration):**
Hit activity quota across calls, emails, and LinkedIn touch points, progress toward qualified meeting and hand-off benchmarks, and sharpen conversion rates through call reviews and roleplays.
- **Month 6 (Independence and Mastery):**
Independently manage targeted outbound campaigns and long-tail nurture pipelines, delivering consistent, high-quality opportunities.
**Required Skills & Knowledge**
*Sales and Outbound Foundations*
- At least 2 years of experience in a target-driven, customer-facing role (B2B SaaS, IT services, SDR/BDR, prospecting, or customer success)
- Methodical approach to account research, tracking contract renewal windows, and executing multi-touch follow-up cadences
- Natural curiosity about how businesses operate, their operational and compliance risks, and how managed security services solve real-world problems
*Communication and Soft Skills*
- Exceptional written and verbal communication in Macedonian and English (other European language fluency is a strong asset)
- Ability to articulate technical and business value clearly to both technical leads and non-technical executives
- Comfortable initiating conversations with decision-makers and handling rejection constructively
- Cooperative mindset with a drive for continuous self-improvement and openness to feedback
*Nice to Have*
- Hands-on familiarity with CRMs (HubSpot, Salesforce) and outbound prospecting tools (Apollo, Outreach, LinkedIn Sales Navigator)
- Practical use of AI assistants (e.g., Claude, ChatGPT, Copilot) to accelerate account research, prospect profiling, and personalized outreach drafting
- Foundational understanding of IT infrastructure, cloud environments, or security compliance frameworks (ISO 27001, SOC 2, NIS2)
**Why Work for Summit Ops**
- Be part of a next-gen MDR and MSSP company in North Macedonia driving proactive cyber defense across the region
- Structured onboarding, weekly 1-on-1 coaching, and direct mentorship from experienced sales and cybersecurity leaders
- Clear career progression toward a full-cycle Account Executive or Senior BDM role as you demonstrate performance
- Competitive base salary paired with a performance-based commission structure
- Hybrid & Remote working options
Summit Ops is a next-generation MDR (Managed Detection & Response) and Managed Security Service Provider (MSSP) based in North Macedonia, delivering proactive cyber defense to businesses across the region. Our team builds and operates the platforms, pipelines, and automation that power our SOC, helping organizations protect their digital assets, maintain compliance, and mitigate cyber risk.
**The Role**
With our technical Sales, Pre-sales, and Engineering functions fully established, we're looking for a proactive, driven Business Development Representative to spearhead top-of-funnel pipeline generation through outbound activities. You'll serve as the first point of contact for prospective clients including: researching accounts, executing multichannel outbound campaigns, qualifying cybersecurity needs, and setting up high-value opportunities for our Senior Solution and Technical Sales teams.
**Responsibilities**
- **Account Research:**
Identify, evaluate, and prioritize Ideal Customer Profile (ICP) accounts across mid-market businesses, compliance-heavy sectors (healthcare, finance, tech), and organizations with cross-border or distributed infrastructure security needs, leveraging business and intent signals to time outreach effectively.
- **Stakeholder Mapping:**
Map relevant decision-makers across IT, Security, Finance, Operations, Compliance, and HR/People functions, while building strong relationships across prospects, partners, and cybersecurity ecosystem stakeholders.
- **Outbound Prospecting:**
Execute structured, multichannel outbound campaigns via targeted email reachout, in person meeting and cold calling activities, LinkedIn outreach, and personalized follow-ups tailored to account verticals and buyer personas.
- **Opportunity Qualification and Nurturing:**
Conduct discovery calls to assess a prospect's current security posture, operational challenges, and readiness for an MSSP model, while maintaining value-add touch points over.
- **Sales Hand-Off:**
Schedule qualified discovery and demo meetings with vetted prospects and deliver comprehensive meeting notes, stakeholder intelligence, and security context to Pre-Sales Engineers and Account Executives.
- **Market Intelligence and CRM Hygiene:**
Maintain accurate account, contact, and pipeline records in the CRM; track regional competitor activity to refine positioning; and share relevant threat reports and service updates to keep Summit Ops top-of-mind.
- **Continuous Improvement:**
Regularly analyze outreach performance, and collaborate with sales to optimize messaging and campaign conversion rates.
**Your First Six Months**
We provide structured onboarding, and a clear ramp toward independent performance:
- **Month 1 (Onboarding & Execution):**
Build core domain knowledge in cybersecurity, SOC/MDR services, and compliance frameworks (SOC 2, ISO 27001, NIS2); complete outbound sales training, master prospecting tools; and prepare a list of prospects to book your first qualified meetings.
- **Month 3 (Ramp and Acceleration):**
Hit activity quota across calls, emails, and LinkedIn touch points, progress toward qualified meeting and hand-off benchmarks, and sharpen conversion rates through call reviews and roleplays.
- **Month 6 (Independence and Mastery):**
Independently manage targeted outbound campaigns and long-tail nurture pipelines, delivering consistent, high-quality opportunities.
**Required Skills & Knowledge**
*Sales and Outbound Foundations*
- At least 2 years of experience in a target-driven, customer-facing role (B2B SaaS, IT services, SDR/BDR, prospecting, or customer success)
- Methodical approach to account research, tracking contract renewal windows, and executing multi-touch follow-up cadences
- Natural curiosity about how businesses operate, their operational and compliance risks, and how managed security services solve real-world problems
*Communication and Soft Skills*
- Exceptional written and verbal communication in Macedonian and English (other European language fluency is a strong asset)
- Ability to articulate technical and business value clearly to both technical leads and non-technical executives
- Comfortable initiating conversations with decision-makers and handling rejection constructively
- Cooperative mindset with a drive for continuous self-improvement and openness to feedback
*Nice to Have*
- Hands-on familiarity with CRMs (HubSpot, Salesforce) and outbound prospecting tools (Apollo, Outreach, LinkedIn Sales Navigator)
- Practical use of AI assistants (e.g., Claude, ChatGPT, Copilot) to accelerate account research, prospect profiling, and personalized outreach drafting
- Foundational understanding of IT infrastructure, cloud environments, or security compliance frameworks (ISO 27001, SOC 2, NIS2)
**Why Work for Summit Ops**
- Be part of a next-gen MDR and MSSP company in North Macedonia driving proactive cyber defense across the region
- Structured onboarding, weekly 1-on-1 coaching, and direct mentorship from experienced sales and cybersecurity leaders
- Clear career progression toward a full-cycle Account Executive or Senior BDM role as you demonstrate performance
- Competitive base salary paired with a performance-based commission structure
- Hybrid & Remote working options
