Enterprise Sales Development Representative | Salt Lake City or Kansas City, USA

Optiv • Salt Lake, UT

1d • Hybrid

About The Position

Optiv’s Enterprise Sales Development Representatives are on the front lines of driving new business opportunities with large, complex accounts. The role identifies, engages, and qualifies enterprise prospects, establishing opportunities for Optiv’s sales team to offer strategic cybersecurity solutions. Enterprise SDRs combine outbound execution and business acumen to open doors in competitive markets and generate high-value meetings.

The position requires working onsite Monday through Thursday in Optiv’s Salt Lake City, Utah, or Leawood, Kansas office, with work from home on Fridays. The SDR collaborates with sales and marketing, researches prospects and market opportunities, qualifies leads, and maintains lead and meeting information in Salesforce.com. The role also complies with company policies and standards and performs other duties as assigned.

Requirements

• 4–7 years of proven B2B outbound calling, telesales, or lead-generation experience, with a focus on technology; cybersecurity experience is preferred within this required experience.
• Dynamic telephone presence and excellent verbal and written communication skills, including the ability to turn technical topics into talking points and email communications.
• Strong interpersonal and relationship-management skills to build rapport internally and influence conversations with prospects and clients.
• Ability to research, initiate, and cultivate business relationships with key executives, contacts, and sponsors in assigned accounts.
• Proven track record of exceeding assigned quotas or goals.
• Goal-oriented, proactive self-starter with critical-thinking skills for solving problems.
• Collaborative team player with a can-do attitude who can also work autonomously in a fast-paced environment while producing high-quality work.
• Organized and detail-oriented, with the ability to prioritize, multitask, and manage time effectively.
• Proficiency with Microsoft Office and Salesforce.com.
• Ability to work in the Leawood, Kansas, or Salt Lake City, Utah, office Monday through Thursday and from home on Fridays.

Nice To Haves

• Bachelor’s degree preferred.
• Cybersecurity focus or experience preferred.
• Experience with VCC platforms, SalesLoft, and Drift is a plus.

Responsibilities

• Collaborate with sales to understand target account segments and focus areas for cybersecurity services and technology.
• Research target demographics, client needs and interests, and other information to develop business-development strategies.
• Expand lead generation through cold calling, business-to-business selling, and other methods; help sales acquire new clients by scheduling joint meetings.
• Analyze market reports to identify new business opportunities.
• Communicate Optiv’s value proposition for security services and educate clients and prospects about partners’ technology capabilities.
• Support marketing campaigns by contacting and qualifying leads transferred from Marketo to Salesforce.com based on lead scores or hand-raisers, with the goal of increasing client inquiry and engagement.
• Research marketing leads to understand their interests and pain points using LinkedIn Sales Navigator and Marketo Sales Insights.
• Prioritize lead follow-up based on interest level and campaign inclusion.
• Contact marketing-qualified leads within 24 hours through channels such as phone, email, and LinkedIn InMail.
• Update Salesforce.com daily with phone and email activity for marketing-qualified leads and qualification notes, meeting details, and next steps for sales-accepted leads.
• BANT-qualify leads, move them through the sales pipeline, and pass qualified leads to sales by scheduling meetings.
• Collaborate with marketing and sales to help meet monthly and quarterly goals and targets.
• Perform other duties as assigned and comply with all policies and standards.

Benefits

• Employee Resource Groups and a company commitment to inclusion.
• Work/life balance.
• Professional training resources.
• Creative problem-solving and the opportunity to tackle unique, complex projects.
• Volunteer opportunities through “Optiv Chips In,” which encourages employees to volunteer and engage with their teams and communities.
• Technology and resources necessary to work productively remotely/from home where applicable.

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: No Education Listed