The Sales Development Representative (SDR) will work closely in collaboration with Territory Account Executives and Marketing to execute on inbound and outbound prospecting, generate interest from target accounts, and drive sales opportunities in their respective territories.

This is a highly strategic position requiring an individual who is extremely motivated, curious, creative, enthusiastic, and results-driven.

Essential Duties and Responsibilities :

• Follow-up on all inbound leads in assigned territories.
• Research and profile prospects and accounts in territory.
• Make proactive outbound calls leveraging insights from various tools including LinkedIn Sales navigator, Zoominfo, Insideview, 6sense, Google Analytics, etc.
• Curate and manage Outreach sequences, and develop targeted messaging via email and Linkedin.
• Work closely with Territory Account Executives to target priority accounts and buying groups in specified territories.
• Analyze customer needs in terms of current business obstacles, identifying projects and scoping potential Bugcrowd solutions.
• Qualify leads and potential opportunities through the pre-defined handoff and opportunity model.
• Partner with the territory franchise team to strategize on account coverage, and leverage Force Management methodology (MEDDICC) to drive value for the customer.
• Schedule qualified meetings for Territory Account Executives, facilitate prep meetings in advance and ensure a clean pass of information for a positive customer experience.
• Support marketing and sales activity in territory to drive interest and increase meeting conversions.
• Achieve weekly, monthly and quarterly activity targets
• Monitor opportunity progression and pipeline generation, and adjust processes accordingly.

Knowledge, Skills, and Abilities :

• Strong desire to move into a closing role.
• Strong verbal and written communication skills.
• Ability to build relationships at all levels of an organization over phone and email.
• Skill in navigating organizations and leveraging social media to find the right prospect to contact.
• Strong time management skills, results-driven, and a proactive nature appreciated and rewarded.
• Ability to learn quickly and to adapt easily to change.

Pay Range Disclosure : The base pay range for this role takes into account the wide range of factors that are considered in making compensation decisions, including but not limited to Qualifications, Geographical Location, Education / certifications, Experience, Skill Sets, Training, and other business and organizational needs.

A reasonable estimate of the current range for the position of Sales Development Representatives base is : $50,000 - $60,000

This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.

Last updated : 2024-05-08