Sales
Business Development Representative
This postion reports to: Director of Business Development
Overview
meshIQ helps the world’s largest enterprises run, observe and secure the messaging and streaming systems their business depends on. For 25 years, we have governed enterprise messaging traffic, and today we are trusted by 7 of the top 10 banks.
The meshIQ Platform manages, monitors and secures middleware such as IBM MQ™, Apache Kafka®, TIBCO EMS, Solace, RabbitMQ™, Apache ActiveMQ® and IBM Integration Bus/ACE, through four products: Manage, Observe, Track and Secure. In November 2026 we launched AgentPatrol™, which brings the same governance discipline to AI agents: it checks every agent action against policy before it runs, with approvals, audit records and cost controls in one console.
We are headquartered in Plainview, New York, and sell to global banks, insurers, manufacturers, retailers and logistics firms directly and with partners such as IBM.
The Role:
As a Business Development Representative, you create qualified pipeline for meshIQ’s Account Executives. You research target accounts, find the people who own middleware, integration and AI programs, and start conversations that turn into first meetings.
You will prospect for two motions: our core middleware management and observability platform, and our new AgentPatrol™ AI agent governance product. You work closely with Account Executives, Marketing, Sales Engineering and partners, and you report to Director of Business Development.
Business Development Representative Responsibilities
As a Business Development Representative, you will:
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Build targeted prospect lists. Use LinkedIn Sales Navigator, Apollo.io and ZoomInfo to find accounts and contacts that run IBM MQ™, Apache Kafka®, TIBCO EMS or other enterprise messaging, following the meshIQ prospect list playbook.
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Keep data clean. Enrich and verify emails before outreach, tag every contact with lead source and campaign in HubSpot, and remove duplicates.
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Run multi-channel outbound. Reach prospects by phone, email and LinkedIn through HubSpot sequences, with no more than three contacts per account in a sequence at once.
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Follow up on inbound interest. Qualify leads from webinars, events, campaigns and the website, including AgentPatrol™ launch campaigns.
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Qualify and book meetings. Find out how the prospect runs middleware today, where outages, slow troubleshooting, migrations or audit gaps hurt, and who decides. Book first meetings for Account Executives with a clear handoff note.
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Learn the story. Explain in plain terms how meshIQ reduces middleware outages and risk, and how AgentPatrol™ governs what AI agents are allowed to do.
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Support account-based plays. Map stakeholders in named accounts, including existing customers where we can expand.
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Report and improve. Log all activity in HubSpot, review results weekly, and share what messages and personas are working.
Who you’ll be calling:
You will prospect into large B2B enterprises, mostly with 1,000+ employees or $500M+ revenue, across two buyer groups.
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Motion
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Industries
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Key personas
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Middleware platform (Manage, Observe, Track, Secure)
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Financial services, insurance, energy and utilities, manufacturing, logistics, healthcare, public sector
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Director or Head of Middleware or Integration; VP of IT or Application Services; Enterprise and Solution Architects; Integration and Middleware Managers; EDI and Systems Analysts
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AgentPatrol (AI agent governance)
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Banking and insurance, retail and CPG, pharma and healthcare, public sector, legal
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Head or VP of AI; AI Platform and Agentic AI Leads; AI and Enterprise Architects; Chief AI Officer; CISO; AI Governance and IT Risk leaders
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Desired Skills and Experience
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0–3 years in B2B sales development, inside sales or a similar customer-facing role, ideally selling software or IT services.
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A track record of hitting activity and meeting targets.
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Confidence making cold calls and writing short, relevant emails to senior technical and business leaders.
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Curiosity about enterprise technology and the ability to learn technical topics such as messaging, integration and AI agents.
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Experience with a CRM and sales engagement tools; strong Excel, PowerPoint and Office skills.
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Clear written and spoken English, good organization, and comfort with rejection.
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Bachelor’s degree or equivalent experience.
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Prospecting experience in middleware, observability, monitoring, IT infrastructure, integration (iPaaS, ESB, EDI) or AI/security software.
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Familiarity with IBM MQ™, Kafka, TIBCO or similar messaging platforms, or with AI agent frameworks and AI governance.
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Hands-on HubSpot, LinkedIn Sales Navigator and Apollo.io experience.
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Experience selling into banks, insurers or other regulated industries.
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Experience working alongside channel partners or IBM Business Partners.
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French, Spanish or German.
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Qualified first meetings booked and accepted by Account Executives each month.
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Pipeline created from those meetings.
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Daily and weekly outreach activity across calls, emails and LinkedIn.
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Inbound lead response time.
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CRM quality: every contact sourced, tagged and logged in HubSpot.
Required
Must be able to work in the US without visa sponsorship.
Disclaimer
The above statements are intended to describe the general nature and level of work being performed by individuals assigned to this position. They are not intended to be construed as an exhaustive list of all responsibilities, duties, and skills required of personnel so classified.
Apply for Business Development Representative
To apply for this opportunity, email the following information to careers@meshiq.com.
- Include "Business Development Representative" and your full name in the subject line
- Cover letter
- Resumé or link to an updated Linkedin profile
- Contact Information, email, and phone number