Business Development Representative

Disguise sits at the heart of the most inspiring live and virtual experiences in the world, leading the market in building a software and hardware solution that designs, sequences and controls the most spectacular productions across film and TV, broadcast, live and corporate events.

Role:                          Business Development Representative / Lead Generation
Department:              Sales
Location:                   LA or New York
Reports into:             Head of Business Development (based in New York)

About the role

Disguise is looking for an experienced Business Development Representative (BDR) to join our expanding team. 

As the first point of contact for potential customers, you will be the face and voice of Disguise, inspiring creatives and technologists to explore our platform for spectacular visual experiences. Your mission? To engage, qualify, and drive new business opportunities across the Americas while collaborating with our global teams from Los Angeles to London and beyond.

To thrive in this role, you’ll need to be sociable, tenacious, and dynamic—a self-motivated professional eager to develop experience in a fast-paced, innovative environment.

What you’ll do

Lead Generation & Sales Pipeline Development

• Meet weekly, monthly, and annual lead generation and pipeline targets.
• Track and report on weekly, monthly, and quarterly KPIs, including activity, lead generation, lead conversation, opportunity generation and pipeline creation.
• Develop and execute outbound prospecting strategies, including calls, emails, and social selling.
• Research and qualify new leads from marketing campaigns and events based on predefined criteria 
• Manage inbound lead follow-ups and convert prospects into qualified sales opportunities.
• Collaborate with sales managers to strategize on pipeline generation. 
• Gain a clear understanding of client needs and desired outcomes.
• Effectively communicate with the sales team for product demonstrations and sales handoffs.

Customer Engagement & Relationship Building

• Act as the first point of contact for potential customers, delivering exceptional first impressions.
• Host initial discovery meetings and lead compelling demonstrations of Disguise products.
• Clearly communicate value propositions tailored to customer needs.
• Overcome objections and provide creative solutions to challenges.
• Maintain accurate customer records in CRM using Salesforce and Salesloft.

Industry & Product Knowledge 

• Stay up-to-date with Disguise products, updates, press releases, and competitive solutions.
• Attend industry events to identify new opportunities (roughly 2-4 per year)
• Collaborate with cross-functional teams to align strategies and insights.
• Provide clients clarity on how Disguise’s offerings can help potential clients and why they should choose to partner with Disguise

Experience: 

• 2+ years in a Lead Generation capacity; making cold calls, qualifying leads, and handling objections
• Experience using sales processes, preferably BANT / MEDPICC
• Experience in either SaaS, hardware, or technical services sales 
• Experience working with a wider Sales team to pass on sales opportunities for the Sales Manager to close
• Experience using the following sales tools; Salesforce and Salesloft
• Ability to develop and maintain strong customer and partner relationships.
• Industry interest; production, entertainment, live events, and broadcast
• Experience OR an understanding of the industry (Production, Broadcast, Live Events, Film Studio)
• Ability to speak professional/conversational Spanish

Behaviours and values

• High level of attention to detail: able to keep reports and documentation up to date
• Winning mindset: being brave, bold and striving for growth
• Driven: being proactive and passionate in seeking what might not immediately be apparent
• Dependable: being both a team player and autonomous agent to drive results
• Dynamic: being able to pivot quickly with an abundance of energy and resilience
• No Ego: being approachable, authentic and humble
• Desire to grow into Account Management / Sales Representative role in the future

About Disguise

Disguise is the industry-leading platform sitting at the heart of a new era of visual experiences. One powerful integrated system of software, hardware and services to help create the next dimension of real-time spectacle.
We partner with the biggest entertainment brands and companies in the world to deliver the A-list of live music events, live TV broadcasts, immersive experiences, installations, theatre, film and TV production, corporate communications and brand product launches. Working with Disney, Snapchat, Netflix, ESPN, the Burj Khalifa, and Adele, Disguise is the number one partner delivering the next dimension of entertainment. 

Don’t Disguise your differences.

Innovation comes from everyone. We strive to create a workplace that reflects our diverse audience. We celebrate our people for their full authentic selves, and embrace uniqueness. Inclusion and Equity matter at Disguise. We create together and we create everywhere. 

Our values

• Honest. We are real with ourselves and our clients and share our ideas with openness and transparency. 
• Evolutionary. We innovate using our user’s ever-changing needs so our technology remains ahead-of-the-game.
• Fearless. We take the best path, not the easiest, and innovate where it’s right, not where it’s simplest.
• Resilience. We don’t give up until we find the right solution, even if it means going outside our remit.
• Belong.  We create an environment where everyone feels like they belong and is empowered to do their best work.

Our benefits

• We have a suite of globally relevant competitive benefits packages as we want to make sure we retain the best talent out there. Our benefits for every perm hire, globally include:
• Unlimited Paid Time Off - with minimum time you must take set at 20% above statutory
• Hybrid working between home and our offices (dependent on role and location)
• Mental health and wellbeing support - subscription to the Calm app, weekly desk-yoga, mental health first-aid buddies, employee assistance programmes
• Gig allowance - £400 (or local equivalent) to spend on tickets every year to immerse yourself in our industries
• Belonging policies -  including (but not limited to) support for Parental, Fertility, Miscarriage, Menopause and Transitioning
• Training, coaching & mentoring