Business Development Representative

About Lema.AI

Lema.AI is a well-funded, emerging cybersecurity startup based in New York and Tel Aviv, building the first risk engineering platform, turning TPRM analysts from checkbox compliance analysts into risk engineers that save the business. Backed by Team8, Salesforce and F2, and led by proven founders, Lema is redefining how enterprises understand and secure their vendor ecosystem.

Lema is already revenue-generating with dozens of enterprise customers including fortune 500 companies.

More about Lema:

• Lema.ai website 
• Business Insider - Cybersecurity startup Lema has come out of stealth to raise $24 million
• Team8 - Why We Invested In Lema

About the TPRM market:

• McKinsey - nearly one-third of recent cyber breaches originated from third parties
• Hitch Partners - Third-party risk dominates security priorities, with AI-enhanced attacks and cloud misconfigurations completing the top three concerns.

About the Role

You've done the BDR job. You know what good looks like. Now you want more - more ownership, more impact, more surface area. This is that role.

As Lema's first BDR, you won't be slotting into a defined process. You'll be building it. You'll work directly with the founding team, own your results end-to-end, and have genuine influence over how we grow. If you're looking for a manager to hand you sequences and tell you what to say, this isn't the right fit. If you're looking to level up fast and leave your fingerprints on a company's GTM motion — keep reading.

What You'll Do

• Design and execute intelligent, provocative outbound campaigns targeting CISOs, Security Leaders, and Heads of Third-Party Risk at the world's largest enterprises — not spray-and-pray sequences
• Qualify and convert inbound interest while building a disciplined, self-sourced outbound pipeline
• Turn every prospect conversation into real-time intelligence that sharpens our messaging and GTM strategy
• Build the repeatable systems, cadences, and playbooks that will define Lema's sales velocity as we scale
• Partner closely with Sales and Marketing to continuously refine ICP targeting, messaging, and campaign strategy
• Help prospects see why their legacy "checkbox" approach to TPRM is a ticking time bomb — and why Lema is the answer

Who You Are

• You communicate with depth and clarity. You hate marketing gloss and corporate jargon
• You write with calm boldness - provocative enough to earn a response, grounded enough to keep trust
• You think in leverage and compounding impact, not just daily activity counts
• You thrive with autonomy and own your outcomes without needing hand-holding
• You're intellectually curious - you want to understand the risk, the industry, and the prospect's world before you ever hit send
• You're a builder at heart: you see a broken process and instinctively want to fix it

Requirements

• 1–3 years of BDR or SDR experience in a B2B SaaS environment - ideally in a fast-moving, high-expectation culture
• Proven track record of hitting or exceeding pipeline targets
• Strong written and verbal communication skills - sharp, concise, no fluff
• Demonstrated ability to research, personalize, and execute targeted outbound at the enterprise level
• Comfort operating in fast-moving, ambiguous environments where the playbook is still being written

Bonus: familiarity with cybersecurity, GRC, enterprise risk, or procurement concepts

Why Lema

This is an opportunity to solve the largest persisting problem in cybersecurity at the exact moment product-market fit is proven and scale begins. You’ll have ownership to help shape the GTM engine and partner directly with a visionary founder and deeply technical team tackling one of enterprise security’s hardest problems.

Compensation & Benefits:

• Compensation Structure: $75K-$100K OTE - based on experience
• Employee Stock options grant 
• Unlimited PTO
• 401k
• Health Benefits