Enterprise Sales Development Representative
About The Position
The Enterprise Sales Development Representative at Delinea is a full-time, hybrid role based at the company’s Boston office at 100 Summer Street, with three days per week in the office. Full-time remote work or telecommuting is not available. The role connects Sales and Marketing by generating and qualifying leads, creating Enterprise business opportunities, and finding new opportunities in Large Enterprise and Strategic Accounts. The representative initiates contact with potential customers, learns about their needs, and supports the early stages of the sales process. The role works with Sales, partners, Marketing, and assigned QCRs on account strategies, territory plans, events, and customer cross-sell. It also uses Salesforce and SalesLoft to track activity and progress, and helps new hires ramp by letting them shadow day-to-day work.
Requirements
- Bachelor’s degree or equivalent practical experience.
- At least 1 year of experience in an SDR role.
- Strong verbal and written communication skills, including the ability to engage decision-makers effectively.
- Desire to learn and grow in sales, with a goal-oriented and data-driven mindset.
- Experience with CRM tools such as Salesforce.
Nice To Haves
- Background with ZoomInfo, 6Sense, or HubSpot.
- Exposure to technology sales, customer service, or a related field through internships or work experience.
- Familiarity with sales approaches such as cold calling, personalized messaging, or pipeline management.
- Eagerness to quickly learn and apply new concepts in a dynamic, technology-driven environment.
Responsibilities
- Proactively contact potential customers by phone, email, and LinkedIn to identify and qualify business opportunities; phone outreach accounts for 80% of prospecting.
- Process and qualify inbound leads to generate sales opportunities aligned with Delinea’s sales goals.
- Find net-new opportunities in white-space accounts among Large Enterprise and Strategic Accounts.
- Complete at least 50 outbound activities daily, including calls and emails, to build and maintain a pipeline of qualified leads.
- Research accounts, identify key stakeholders, gather account intelligence, and build relationships with IT decision-makers.
- Partner with Sales to develop and refine go-to-market strategies and hand off qualified leads.
- Work with partners in the territory on account mapping and account strategies to open opportunities.
- Work with Marketing on regional events and event registration to drive attendance.
- Continuously develop knowledge of Delinea’s products and the cybersecurity industry through internal e-learning platforms.
- Maintain accurate sales activity records in Salesforce and SalesLoft.
- Collaborate with assigned QCRs on territory plans, identify 10–20 priority regional accounts, and pursue customer cross-sell opportunities.
- Support onboarding and development of new hires by allowing them to shadow day-to-day activities.
Benefits
- Competitive salaries.
- Meaningful bonus program.
- Healthcare insurance.
- Pension/retirement matching.
- Comprehensive life insurance.
- Employee assistance program.
- Time-off plans.
- Paid company holidays.
- Career progression.
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
