Business Development Representative at ServiceNow in Vienna, VA

COMPANY DESCRIPTION Armis from ServiceNow, protects the entire attack surface and manages an organization’s cyber risk exposure in real time. Combined with ServiceNow’s Security and Risk capabilities, as well as Identity Security capabilities from Veza, we bring together all critical capabilities to secure every asset, every identity - incl. AI Agents - across all environments with the right level of context - security, operational and business - to build the first of its kind autonomous defense platform for the Agentic Enterprise.    ServiceNow started when engineer Fred Luddy wrote code that automated a tedious task for his coworker, Phyllis. She cried tears of joy. That moment inspired Fred to build a company that could do that for everyone—freeing people from busywork so they could focus on meaningful work. Today, ServiceNow is the AI control tower for business reinvention. Our ServiceNow AI platform brings together any AI, any data, and any workflow— helping 85% of the Fortune 500® work smarter, faster, and better. We're building an AI-native culture where technology and talent are unstoppable together. And we're just getting started. Join us to put AI to work for people.   JOB DESCRIPTION Position Summary: Armis from ServiceNow is seeking a highly motivated and experienced Business Development Representative (BDR) to join our growing sales team. This role is crucial in driving top-of-funnel growth by identifying and qualifying high-potential leads for our Account Executives. The ideal candidate will possess a proven track record of success in BDR roles, particularly within the cybersecurity or enterprise software industry. They will be a self-starter with excellent communication and organisational skills, and a strong understanding of the sales process.  Responsibilities: • Lead Generation & Qualification: • Proactively identify and generate new business opportunities through targeted outbound prospecting, including cold calling, emailing, social selling, and leveraging relevant industry events. • Qualify and convert inbound leads generated from marketing campaigns, events and website inquiries. • Conduct thorough research to understand prospect needs, pain points, and business objectives. • Utilise CRM (Salesforce) to accurately track and manage all activities and interactions. • Pipeline Management & Development: • Schedule discovery calls for qualified sales opportunities for Account Executives. • Develop and maintain a strong understanding of Armis' products and services, and their value proposition to help accelerate opportunity progression. • Collaborate with marketing, channel and sales teams to optimise lead generation and qualification processes. • Territory buildout responsibilities in partnership with your Account Executives (account mapping, research, persona mapping) • Market & Industry Knowledge: • Stay up-to-date on industry trends, competitive landscape, and emerging technologies in the cybersecurity space. • Develop a strong understanding of target industries and customer personas. • Provide feedback to marketing and product marketing teams based on prospect interactions and market insights. • Performance & Reporting: • Consistently meet or exceed monthly and quarterly targets for qualified opportunities and meetings. • Provide regular reports on activity, pipeline, and performance metrics. • Participate in ongoing training and development to enhance sales skills and product knowledge. QUALIFICATIONS Experience: • Minimum of 1-2 years of experience in a BDR or sales development role, preferably in the cybersecurity or enterprise software industry. • Proven track record of consistently exceeding sales targets. • Experience with CRM systems (Salesforce preferred) and sales enablement tools. • Experience working collaboratively across business functions (Channel, Sales, Marketing).   Skills: • Excellent verbal and written communication skills. • Strong prospecting, qualification, and creative problem solving skills. • Ability to build rapport and establish relationships with potential customers. • Strong organisational and time management skills.   • Ability to work independently and as part of a team. • Confidence in articulating a multi-product suite (platform sale).   Customer-Centric Approach:  • Demonstrated ability to understand customer pain points and translate them into specific solutions with measurable business outcomes.  • Strong follow-up skills to ensure customer satisfaction and continued success post-sale.  Professional Growth Mindset:  • Hungry & Hardworking, self-motivated, results-driven, and goal-oriented with a strong desire to succeed.  • Open to coaching, feedback, and continuous sales skills and technical knowledge improvement.  For positions in this location, we offer a base pay of $64,140 - $99,420, plus equity (when applicable), variable/incentive compensation and benefits. Sales positions generally offer a competitive On Target Earnings (OTE) incentive compensation structure. Please note that the base pay shown is a guideline, and individual total compensation will vary based on factors such as qualifications, skill level, competencies, and work location. We also offer health plans, including flexible spending accounts, a 401(k) Plan with company match, ESPP, matching donations, a flexible time away plan and family leave programs. Compensation is based on the geographic location in which the role is located and is subject to change based on work location. ADDITIONAL INFORMATION Work Personas We approach our distributed world of work with flexibility and trust. Work personas (flexible, remote, or required in office) are categories that are assigned to ServiceNow employees depending on the nature of their work and their assigned work location. Learn more here. To determine eligibility for a work persona, ServiceNow may confirm the distance between your primary residence and the closest ServiceNow office using a third-party service. Equal Opportunity Employer ServiceNow is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, national origin, age, disability, gender identity,  veteran status, or any other category protected by law. In addition, all qualified applicants with arrest or conviction records will be considered for employment in accordance with legal requirements.   Accommodations We strive to create an accessible and inclusive experience for all candidates. If you require a reasonable accommodation to complete any part of the application process, or are unable to use this online application and need an alternative method to apply, please contact globaltalentss@servicenow.com for assistance.  Export Control Regulations For positions requiring access to controlled technology subject to export control regulations, including the U.S. Export Administration Regulations (EAR), ServiceNow may be required to obtain export control approval from government authorities for certain individuals. All employment is contingent upon ServiceNow obtaining any export license or other approval that may be required by relevant export control authorities.  From Fortune. ©2026 Fortune Media IP Limited. All rights reserved. Used under license.