Business Development Representative

ABOUT FABLE AI-driven threats and human error are today's biggest enterprise security risks. Cybercriminals don't hack systems—they exploit people. Human errors drive 70% of security breaches, making human behavior the primary and growing attack surface. At Fable, we believe that the right tools can convert people from targets to another layer of defense. Fable is the human risk platform that directly shapes employee behavior. Designed for simplicity and enterprise scale, our agentic platform synthesizes complex employee data, pinpoints risky behaviors, and deploys highly relevant interventions to people automatically, in real time, right where they work. Backed by Redpoint Ventures and Greylock Partners and founded by early Abnormal Security team members, Fable is solving cybersecurity's biggest challenge in a multi-billion-dollar market. We are experiencing explosive growth—making this a career-defining opportunity to get in early and help shape the future of security. THE ROLE As a Business Development Representative, you are the tip of the spear for Fable's go-to-market motion. You'll own top-of-funnel pipeline generation - identifying, researching, and engaging security leaders at mid-market and enterprise organizations through targeted outbound activity. You'll work closely with our Account Executives and marketing team to convert prospects into qualified opportunities, and you'll be set up to grow quickly in a high-velocity, mission-driven environment. This is not a passive role. The best BDRs at Fable are curious, tenacious, and genuinely interested in cybersecurity. People who get energized by breaking into new accounts and starting conversations that matter. KEY RESPONSIBILITIES - Outbound Prospecting: Execute high-volume, high-quality outbound sequences via cold calls, email, LinkedIn, and events to generate net-new pipeline for the sales team. - Account Research: Deeply research target accounts and personas—especially CISOs, GRC leads, and security operations teams—to craft relevant, personalized outreach. - Pipeline Development: Qualify inbound leads and convert outbound activity into scheduled meetings and demos for Account Executives. - Cross-Functional Collaboration: Partner with AEs and Marketing to align on ICP, messaging, and campaign execution; share real-time field feedback to sharpen positioning. - CRM Hygiene: Maintain accurate, up-to-date activity and pipeline data in CRM tools to support forecasting and team visibility. - Market Intelligence: Surface competitive insights, prospect objections, and emerging trends to help inform product positioning and go-to-market strategy. - Career Development: Take advantage of structured mentorship, coaching, and a clear promotion path toward a closing role. WHAT WE'RE LOOKING FOR - Drive & Grit: You're self-motivated, comfortable with rejection, and energized by hitting and exceeding targets. You don't wait to be told what to do. - Communication: You can craft a sharp, personalized cold email and hold your own on a discovery call. You know how to get to the point. - Curiosity: You take the time to understand the security landscape, your prospect's business, and why Fable's approach is differentiated. - Coachability: You actively seek feedback, implement it quickly, and treat every call as a rep to get better. - Organization: You manage your time and pipeline with discipline, balancing volume with quality. - 1+ year of SDR/BDR or outbound sales experience is a plus but exceptional candidates who are earlier in their careers will be considered. NICE-TO-HAVES - Exposure to or genuine interest in cybersecurity, GRC, or enterprise SaaS - Familiarity with sales tools such as Outreach, Salesforce, Apollo, or LinkedIn Sales Navigator - Experience working in an early-stage or high-growth startup environment - Familiarity with MEDDICC or similar sales methodologies WHY JOIN US? - Competitive base salary + performance-based bonus - Equity ownership early in your career (meaningful upside) - Hands-on mentorship from experienced enterprise sellers and security professionals - Collaborative, mission-driven culture with flexible work model - High visibility with leadership from day one The estimated salary range for this position is $75,000-$100,000 OTE/year. Total compensation may also include Restricted Stock Units, sign-on bonus, and other potential future incentives. Final compensation will be determined by each individual's relevant qualifications, experience, skills, and other factors. Fable Security is an equal opportunity employer. Qualified applicants will receive consideration for employment without regard to race, color, religion, sex, national origin, disability, protected veteran status, or other characteristics protected by law.