Account Development Representative - EMEA

Description Join Noma Security and help shape the future of AI security in a fast-paced, high-impact environment. Noma is building the first comprehensive AI Security and Governance Platform, helping organizations adopt AI and LLMs with confidence and control. As AI becomes core to modern enterprises, we provide seamless visibility and protection across the entire AI lifecycle. Our team works at the intersection of AI, security, and cloud, shaping a new category in a rapidly evolving market. At Noma, you’ll have the opportunity to make a meaningful impact while working with exceptional people on technology that truly matters. As an Account Development Representative, you will reach out to prospective clients to introduce them to Noma’s product offering. You will converse with Senior/C-Level Executives and managers, focusing on Global 2000 companies to understand their business environment, identify their needs, and determine where Noma’s offering might fit. You will serve as a strategic partner to Noma’s Regional Sales Directors, continually building a pipeline of sales opportunities. 🛠️ What You’ll Do Prospect and identify new business opportunities through outbound outreach - including cold calls, emails, and LinkedIn - targeting C-Suite and senior security leaders, AI and data leaders, focusing on Global 2000 and high-growth enterprise accounts.. Conduct discovery conversations with senior leaders to understand their AI security posture, and identify where Noma's platform can deliver value. Qualify outbound leads, assessing fit and urgency to prioritize the highest-potential opportunities for the sales team. Partner closely with Regional Sales Directors to develop territory strategy, coordinate account-based outreach, and ensure smooth handoff of qualified opportunities. Maintain an accurate and up-to-date pipeline in Salesforce, logging all activity and ensuring data integrity Research target accounts to understand their organizational structure, AI initiatives, and existing security stack before engaging. Craft compelling, personalized outreach sequences tailored to specific personas, communicating Noma's value proposition around AI visibility, runtime protection, and compliance. Collaborate with marketing to align on campaign messaging, ICP targeting, and follow-up strategy for events, webinars, and demand generation programs. Leverage AI-assisted prospecting tools (Common Room, Clay, Apollo, intent signals). Hit and exceed monthly and quarterly targets for qualified meetings, pipeline generated, and opportunities created. Share field intelligence back to product marketing and product. ✅ What You Bring 3-5 years of SDR/BDR/ADR experience in B2B SaaS Proven track record of exceeding pipeline or meeting quotas Excellent written and verbal communication skills Experience engaging with VP/C-Suite personas Comfortable working in fast-paced, early stage environment CRM proficiency (Salesforce strongly preferred) Experience using sales engagement tools (Outreach, Salesloft, CommonRoom) Familiarity with AI/ML concepts and enterprise AI adoption Data-driven, self-starter mindset. Background in cybersecurity or cloud security sales