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Delinea · 1 month ago

Enterprise Sales Development Representative

Boston, MA

Full-time

Hybrid

Entry Level

1+ years exp

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization. The Enterprise Sales Development Representative (E-SDR) will focus on generating and qualifying leads to create business opportunities in the Enterprise space, acting as a vital connection between the Sales and Marketing teams.

Cloud SecurityComplianceCyber SecurityIdentity ManagementInformation TechnologyIT ManagementSecuritySoftware

Responsibilities

Prospecting and Lead Generation: Proactively reach out to potential customers through phone (80%), email, and LinkedIn to identify and qualify new business opportunities

Lead Qualification: Process and qualify inbound leads to generate sales opportunities, ensuring alignment with Delinea's sales goals

Hunting: Prospecting and finding net new opportunities in white space accounts in the Large Enterprise and Strategic Accounts

Pipeline Development: Execute a minimum of 50+ outbound activities daily, including calls and emails, to build and maintain a strong pipeline of qualified leads

Research and Relationship Building: Conduct thorough research to gather account intelligence, identify key stakeholders, and build relationships with IT decision-makers

Collaboration: Partner closely with the Sales team to develop and refine go-to-market strategies, ensuring a seamless handoff of qualified leads. Work with Partners within territory to do account mapping and strategize in accounts to open opps. Work with Marketing on key events within region to help with registration of the events to drive attendance

Learning and Development: Continuously enhance your knowledge of Delinea’s product offerings and the cybersecurity industry through internal e-learning platforms

Data Management: Keep accurate records of all sales activities in CRM tools (Salesforce) and Prospect Engagement systems (SalesLoft) to monitor progress and success

Alignment: Work with the QCRs you are assigned to and help collaborate on territory plans, identify top 10-20 accounts within region to go after, and work on customer cross-sell within region. Assist with onboarding and development of new hires by allowing them to shadow day to day activity for quicker ramp time

Qualification

SalesforceLead GenerationCommunication SkillsCRM ToolsSales TechniquesDriveIndustry KnowledgeAdaptabilityMotivation

Required

Bachelor's degree or equivalent practical experience

Minimum of 1+ year of experience in a SDR role

Strong verbal and written communication skills with the ability to effectively engage with decision-makers

A strong desire to learn and grow in a sales role, with a goal-oriented and data-driven mindset

Worked and experience with other CRM tools like Salesforce

Keep accurate records of all sales activities in CRM tools (Salesforce) and Prospect Engagement systems (SalesLoft) to monitor progress and success

Proactively reach out to potential customers through phone (80%), email, and LinkedIn to identify and qualify new business opportunities

Process and qualify inbound leads to generate sales opportunities, ensuring alignment with Delinea's sales goals

Execute a minimum of 50+ outbound activities daily, including calls and emails, to build and maintain a strong pipeline of qualified leads

Conduct thorough research to gather account intelligence, identify key stakeholders, and build relationships with IT decision-makers

Partner closely with the Sales team to develop and refine go-to-market strategies, ensuring a seamless handoff of qualified leads

Work with Partners within territory to do account mapping and strategize in accounts to open opps

Work with Marketing on key events within region to help with registration of the events to drive attendance

Continuously enhance your knowledge of Delinea's product offerings and the cybersecurity industry through internal e-learning platforms

Work with the QCRs you are assigned to and help collaborate on territory plans, identify top 10-20 accounts within region to go after, and work on customer cross-sell within region

Assist with onboarding and development of new hires by allowing them to shadow day to day activity for quicker ramp time