---
title: 'Business Development Representative at Opal Security'
canonical: 'https://feeny.ai/job/business-development-representative-opal-security-san-francisco-9ps3v5c9j6c2'
type: 'job'
last_seen: '2026-09-06'
---

# Business Development Representative at Opal Security

- **Company:** Opal Security
- **Location:** San Francisco, CA
- **Employment:** full-time
- **Work type:** onsite
- **Posted:** 2026-09-01
- **Last confirmed live:** 2026-09-06
- **Apply:** https://jobs.ashbyhq.com/opal/6335bc86-2a1d-49a1-84bc-515bda2cdd06

## Job description

## The Role

Our BDRs are often the first voice prospects hear from Opal Security. Your job is to turn curiosity into real interest — helping potential customers understand how Opal solves the identity and access governance challenges they're facing today.

This is an allbound role. You'll move quickly on inbound while running thoughtful, targeted outbound across key accounts. We're a conversation-first sales org - real pipeline comes from meaningful dialogue with the right people, not volume.

BDRs at Opal operate with the kind of account ownership and autonomy that mirrors how our AEs work. That's intentional. We're developing Opal's next generation of closers.

## What You'll Do

Partner with AEs to identify and qualify strong opportunities; work with marketing to sharpen messaging; stay close to product so you deeply understand what Opal solves today and where we're headed. Represent Opal at events, experiment constantly with outreach, and build real relationships from the first touchpoint.

You Might Be a Fit If You

- Are a natural storyteller who can uncover the security problems keeping prospects up at night — and articulate how Opal solves them
- Are comfortable with modern sales tools: Nooks, Salesforce, LinkedIn Sales Navigator, ZoomInfo, Hockeystack
- Are intellectually curious and able to get your head around complex identity infrastructure and enterprise security challenges
- Bring grit, resilience, and empathy to every interaction
- Take ownership — you don't wait to be told what to do

## About Opal Security

## Core Business
- **Primary industry**: Cybersecurity – Identity Security / Access Governance
- **Target customers**: B2B Enterprise (e.g., Databricks, Notion, Cloudflare, Scale AI, CoreWeave, SpaceXAI, Superhuman)
- **Mission or purpose**: “To secure every identity and access path” [opal.dev/about](https://www.opal.dev/about)

## Products & Services
- **Paladin**: AI agent that evaluates every access request, approves safe requests automatically, escalates only what needs a human, and revokes access when no longer needed.
- **OpalScript**: Version-controlled, code-based approval workflows that scale across teams and environments; AI can generate the logic from natural language.
- **OpalQuery**: Query the entire stack in plain English to surface risk, over-provisioned access, separation-of-duties conflicts, and hidden privilege escalation paths.
- **Just-In-Time Access**: Grant privileged access only when needed, auto-revoke when work is done.
- **AI-Guided Access Reviews**: Explainable recommendations that surface the riskiest access, replacing rubber-stamp reviews.
- **Access Intelligence**: Ask who has access to what, and why, in plain English.
- **Security for AI Agents**: Define what AI agents can see, access, and execute before they touch your systems.
- **Programmable Governance**: Build access logic into workflows and approvals as version-controlled, testable code.
- **Platform integrations**: Connects to 250+ systems across cloud, identity, SaaS, databases, and AI platforms (e.g., Okta, AWS, GCP, Snowflake, GitHub, OpenAI, Anthropic, Databricks, ServiceNow, Salesforce).

## Market Standing
- **Valuation/Market Cap**: Not disclosed
- **Key Metric**: Total funding of $59M (latest $23M round announced June 2026); annual revenue not publicly available
- **Notable Investors/Partners**: Greylock Partners, Battery Ventures, Box Group, SVCI, Cambium Capital. Advisors include former CTO of JPMorgan Chase, former CSO of Robinhood, CISO of Datadog, CEO of Abnormal Security, CTO of 1Password, CSO of Coinbase, and founder of LDAP.
- **Growth Signals**:
  - Named to Notable Capital’s “Rising in Cyber 2026” list (30 most promising private cybersecurity startups).
  - More than 60% of the team has joined since the start of 2026, with hiring accelerating across engineering, product, and go-to-market.
  - Major customers: Databricks runs 86,000 just-in-time access requests through Opal; Mercari governs over 5,000 Okta entitlements via automated reviews.
  - Launched the industry’s first platform to see, encode, and enforce access governance for AI agents (Paladin) in March 2026.

## Competitive Advantages
- **AI-native architecture** that understands CISO context with security engineer precision.
- **Policy-as-code** (OpalScript) enables version-controlled, testable, and scalable access logic.
- **Unified governance** across humans, non-human identities (service accounts, CI/CD pipelines), and AI agents—all in one access graph.
- **Just-in-time by default** reduces standing access and attack surface.
- **Self-hosted or on-prem deployment** option for tightly controlled environments.
- **SOC 2 Type 2 certified**, independent penetration testing annually, TLS 1.2+ in transit, AWS KMS at rest, daily encrypted backups.
- **250+ integrations** with major cloud, identity, SaaS, database, and AI platforms.

## Strategic Focus
- Unify identity governance across all identity types, with a strong emphasis on securing AI agents as they proliferate in enterprise environments.
- Scale the engineering and go-to-market teams (60%+ team growth in 2026).
- Expand leadership: new Chief Product Officer (Sameer Mehta, ex-Veza), Chief Technology Officer (Alex Pien, ex-Meta), VP of Field Engineering (ex-Cisco), VP of Marketing (ex-Clumio), Head of Product & Solutions Marketing (ex-Salesforce).
- Continue to build a self-improving system that ensures resilience and enables faster movement without increasing risk.

## Why Work Here
- **Hybrid work model**: Offices in San Francisco (HQ) and New York; employees engage in a combination of remote and on-site work.
- **Fast-growing startup** backed by top-tier VCs (Greylock, Battery Ventures) with significant momentum and market recognition.
- **Mission-driven security work**: Opportunity to solve hard problems in identity security, especially at the intersection of AI and access control.
- **Cutting-edge technology**: Work on AI-native policy engines, large-scale access graphs, and integrations with hundreds of platforms.
- **Strong engineering culture** with leadership from experienced executives (ex-Meta, ex-Veza, ex-Cisco, ex-Palo Alto Networks).
- **Open roles** (as of mid-2026): Software Engineer, Engineering Manager, Product Manager, Forward Deployed Engineer, Solutions Engineer, Enterprise Account Executive, Technical Customer Success Manager, Application Security Engineer, and more.

## Sources
1. [opal.dev](https://www.opal.dev/)
2. [opal.dev/about](https://www.opal.dev/about)
3. [builtin.com/company/opal-security](https://builtin.com/company/opal-security)
4. [linkedin.com/company/opalsecurity](https://www.linkedin.com/company/opalsecurity)
5. [opal.dev/media-press/opal-security-raises-23m-new-leadership](https://www.opal.dev/media-press/opal-security-raises-23m-new-leadership)

## Other roles at Opal Security

- [GTM Engineer](https://feeny.ai/job/gtm-engineer-opal-security-san-francisco-39ywrh6eh725) — San Francisco, CA
- [Senior Field Marketing Manager](https://feeny.ai/job/senior-field-marketing-manager-opal-security-san-francisco-v228sq12atz3) — San Francisco, CA
- [Enterprise Account Executive - Southeast](https://feeny.ai/job/enterprise-account-executive-southeast-opal-security-atlanta-fhzns023gzw1) — Atlanta, GA
- [Enterprise Account Executive - Southern California](https://feeny.ai/job/enterprise-account-executive-southern-california-opal-security-los-angeles-8rke94henpjv) — Los Angeles, CA
- [Enterprise Account Executive - Mid West](https://feeny.ai/job/enterprise-account-executive-mid-west-opal-security-austin-vycxprpkp42d) — Austin, TX
- [Security & Compliance Lead](https://feeny.ai/job/security-compliance-lead-opal-security-san-francisco-b414fmaeemcp) — San Francisco, CA
- [Product Marketing & Content Associate](https://feeny.ai/job/product-marketing-content-associate-opal-security-san-francisco-4vbht8k73qg1) — San Francisco, CA
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- [Software Engineer, Infrastructure](https://feeny.ai/job/software-engineer-infrastructure-opal-security-san-francisco-6mtmwh30b8t6) — San Francisco, CA