Who We Are
Founded in 2012 by 3 expert hackers with no investment capital, Trail of Bits is the premier place for security experts to boldly advance security and address technology's newest and most challenging risks. It has helped secure some of the world's most targeted organizations and devices. Our combination of novel research with practical solutions reduces the security risks that our clients face from emerging technologies. Our work helps drive the security industry and the public understanding of the technology underlying our world.
Cybersecurity preparedness is a moving target. Companies like ours are the tip of the spear in the fight against attackers. Our research-based and custom-engineering approach ensures that our client's capabilities are at the forefront of what's available. For companies and technologies that live and die by their security, a proactive, tailored approach is required to keep one step ahead of attackers.
Democratizing security information is essential. As part of our business, we provide ongoing informational support through blogs, whitepapers, newsletters, meetups, and open-source tools. The more the community understands security, the more they'll understand why a company like ours is so unique and valuable.
Role Mission
Trail of Bits is seeking a highly motivated, results-driven Business Development Manager to join our growing Sales team. You'll play a critical role in identifying and creating new qualified sales opportunities, maintaining company-client relationships, and increasing revenue opportunities through targeted research and outreach. This role will focus particularly on our software assurance services within application security and/or cryptography.
The ideal candidate will have an understanding of our cyber security consulting practices, a network of contacts in the industry, and a strong work ethic. You should be interested in working in a highly technical environment and passionate about sales within the industry. This is a unique opportunity to join a thriving, rapidly evolving environment focusing on cutting-edge technology with upward mobility for those who want to take their career to the next level.
What You'll Achieve

• [Relationship Management] Leverage our expertise in software security to build and maintain strong connections with influential stakeholders in the technology and software development sectors.
• [Client Outreach] Proactively engage with potential clients to promote our software assurance services to identify and develop new business opportunities.
• [Lead Qualification] Qualify leads from marketing activities as sales opportunities and closely monitor analytics throughout the pipeline: prospecting, email response rates, initial conversation transition, and opportunities.
• [Pipeline Management] Track all sales activities in our CRM while developing and nurturing our current pipeline of new business opportunities to drive revenue growth.
• [Multi-Channel Outreach] Coordinate direct outreach to qualified accounts through various channels such as Email, Slack, LinkedIn, Telegram, and Twitter.
• [Technical Articulation] Conduct compelling, high-level technical conversations with targeted prospects by effectively articulating Trail of Bits' value proposition and services
• [Industry Engagement] Stay informed about industry developments and attend events to introduce new ideas, promote the company's brand, and identify sales opportunities
• [Marketing Collaboration] Collaborate with the Marketing Team on interesting or impactful social media efforts to bring in potential clients.

What You'll Bring

• Ideal candidates will have at least 5 years of experience managing a sales pipeline from lead identification through deal closure.
• Experience, passion, and understanding of concepts relating to Application Security and or Cryptography.
• Demonstrated knowledge and deep interest in technology security; interested in other concepts and service lines such as AI/ML and Blockchain.
• Ability to manage and coordinate a high volume of weekly outbound emails and other touch points each week.
• Proven expertise in using Hubspot or similar CRMs to streamline or enhance sales processes.
• Strong communication, analytical, and time-management skills.
• Ability to build and maintain relationships with potential clients.
• Adept problem-solving and negotiation skills.
• Demonstrated ability to excel independently and collaboratively in a team environment.
• Open to providing and receiving coaching for optimal performance.
• Flexibility and adaptability to change.

Reporting Manager: Global Head of Sales
The base salary for this full-time position ranges from $100,000 to $135,000, excluding benefits and potential bonuses. Various factors influence our salary ranges, including the specific role, level of seniority, geographic location, and the nature of the employment contract. An individual's specific work location, unique skills, experience, and relevant educational background will determine the final offer within this range. The presented salary range encompasses the starting salaries for all U.S. locations. For a precise salary estimate tailored to your preferred location, please discuss it with your recruiter during the hiring process.
Trail of Bits, Inc. participates in E-Verify, the US federal electronic employment eligibility verification program. Learn more.
Benefits, Perks & Wellness
Trail of Bits is our people, not a place. With over 100 employees working from every time zone across the globe, our remote-first culture is built on autonomy and trust (and backed by smile-worthy benefits) for full-time employees:
Empowered Living:

• Competitive salary complemented by performance-based bonuses.
• Fully company-paid insurance packages, including health, dental, vision, disability, and life.
• A solid 401(k) plan with a 5% match of your base salary.
• 20 days of paid vacation with flexibility for more, adhering to jurisdictional regulations.

Nurturing New Beginnings:

• 4 months of parental leave to cherish the arrival of new family members.
• $5,000 relocation assistance for moves to New York City, supporting your transition.

Work & Life Enrichment:

• $1,000 Working-from-Home stipend to create a comfortable and productive home office.
• Annual $750 Learning & Development stipend for continuous personal and professional growth.
• Company-sponsored all-team celebrations, including travel and accommodation, to foster community and recognize achievements.

Community Impact:

• Philanthropic contribution matching up to $2,000 annually.
• Opportunity to participate in Project Wren, promoting environmental responsibility and carbon footprint offset.

Dedication to Diversity, Equity, Inclusion & Belonging (DEIB)
Trail of Bits is a community of innovators, risk-takers, and trailblazers who celebrate individual differences and recognize that unique perspectives make us stronger, smarter, and more successful. We actively seeks applicants who can bring a variety of experiences, perspectives, and backgrounds to the team. We provide equal employment opportunities to all employees and applicants for employment without regard to race, color, ancestry, national origin, gender, sex, pregnancy, pregnancy-related condition, sexual orientation, marital status, religion, age, disability, qualified handicap, gender identity, results of genetic testing, military status, veteran status, or any other characteristic protected by applicable law. Our team values diversity in experience and backgrounds—we do our best work when we create space for different voices and perspectives. Whatever unique experiences or skill sets you bring, we look forward to learning from each other.