Senior Business Development Representative - San Francisco

We're reimagining enterprise Identity and Access Management from the ground up. Founded by serial entrepreneurs Shai Morag and Tal Marom and backed by a $60M seed round from Greylock, Accel, and CRV, we're building the next generation of identity security. Identity is the gateway to everything- who's let in, who's kept out, and it's now the number one attack vector in the enterprise. The tools built to govern it were designed for a slower world of human users and static environments. That world is gone. Identities are exploding across human, machine, and AI agents faster than legacy systems can track, and security teams are left patching together five disconnected tools that still can't answer "who has access to what, right now." We think the answer isn't another point solution- it's a new foundation. Oak is the AI-native Identity Operating System: an AI connector framework that reaches any application, a live identity graph built from raw evidence, and a team of AI agents that governs the full lifecycle of every identity in one platform. We're building Oak's AI-native core from day one-engineered for what enterprise identity is becoming, not patched onto what it used to be. And we're just getting started.

About the Role

As Oak’s first Senior Business Development Representative in North America, you will be the spearhead of our regional pipeline generation. You’ll step into an established sales development engine and use your tenacity, sharp account strategy, and outbound skills to break into major enterprise opportunities for Oak, with a focus on San Francisco and the Bay Area. Your impact will be paramount.

This is a senior seat, built for a proven hunter who can lead and operate independently. You’ll sit in Sales Development, reporting to the Head of Sales Development, based in New York, and partner with Account Executives across the US on strategic outbound, partnership initiatives, and industry events. The role is hybrid, with on-site work in San Francisco, and includes regular in-person time with the New York team.

What you will do

• Generate pipeline into Fortune 1000 accounts and high-growth tech companies in the Bay Area and across the West Coast through high-impact outbound: cold calling, email, and LinkedIn, engaging both Identity Practitioners and security leaders across the identity attack surface.
• Own your target account list: strategically map accounts, buying committees, existing identity stack, and trigger events, and tailor every outreach to the account’s specific IAM, IGA, or NHI challenges.
• Collaborate across our Account Executives and their books of business to prioritize accounts and coordinate outreach.
• Convert inbound interest into qualified pipeline, and create qualified opportunities with clear, well-documented context at handoff to Account Executives.
• Partner with GTM stakeholders on events and partnership initiatives, and represent Oak at industry events, including major San Francisco events and regular travel.
• Use AI tools, especially Claude, daily to sharpen account research, call prep, and messaging precision.
• Track activity and results accurately in HubSpot, consistently meeting or exceeding metrics set by sales leadership, and report on pipeline performance and market feedback to help sharpen Oak’s positioning.
• Operate with ownership and independence: daily stand-up, written manager update, and full accountability for your number.

What you will bring

• At least 2–3 years in cybersecurity business development with senior-level ownership, ideally in identity security (IAM, IGA, or PAM), and the maturity to operate independently.
• A track record of breaking into Fortune 1000 accounts through deliberate account mapping and multi-threading across buying committees, not just working inbound leads.
• Outbound-first by instinct: a demonstrated history of cold calling into strategic accounts, ideally including a deal you personally sourced and opened from a cold call.
• Comfort engaging Identity Practitioners as well as CISOs, able to flex the conversation from hands-on identity governance pain to executive-level risk and ROI.
• Fluency with parallel dialers and sustained high-volume outbound calling as a core part of your daily motion.
• Practical, everyday use of AI tools (Claude in particular) to sharpen research, messaging, and prospecting efficiency.
• A consistent history of hitting or exceeding pipeline and activity targets.
• Experience working with Israeli high-tech teams, and a track record of independent work with strong time management and self-discipline, including comfort working across time zones from the Pacific coast.
• San Francisco Bay Area-based and able to work on-site in San Francisco on a hybrid schedule, and willing to travel for an events-heavy motion.

Nice to have

• Hands-on experience with Outreach, Nooks, and HubSpot, with the ability to build and optimize multi-touch sequences from day one.
• Background in partner or channel sales, with experience sourcing and co-selling pipeline alongside technology or reseller partners.
• Experience planning and executing events, conferences, field events, and executive dinners as a pipeline generation channel.
• Working knowledge of the Identity Governance (IGA) domain, including access reviews, identity lifecycle, and the broader identity attack surface.
• Familiarity with Non-Human Identities (NHIs) and AI agents as an emerging category within identity security.
• Existing relationships in the Bay Area security and tech community.