Sales Development Representative - Alliances (Hybrid)
About The Position
The Sales Development Representative (SDR) will partner with full-cycle sales professionals to drive net-new business, specifically supporting the Alliances Discrete business across our MSSP, Distribution, and OEM teams. This position requires a strategic blend of inbound management and programmatic outbound prospecting. You will handle the incoming pipeline for Deal Registrations (DR) and Engagement License Program (ELP) opportunities while aggressively hunting for net-new partners, running cross-sell campaigns, and driving verticalized marketplace adoption. SDRs are enabled and coached to master multithreaded prospecting strategies that combine direct engagement, social selling, and nurture campaigns aimed at booking qualified meetings. This role offers world-class training with a heavy focus on Sandler sales techniques, developing you into a quota-carrying sales professional in 12–18 months. This role is hybrid and will require in-office attendance three times a week in our Austin office. You must be within commuting distance of your designated office.
Requirements
- Curiosity, coachability, and competitiveness.
- Customer-facing experience with a passion for becoming a software sales expert.
- A strong desire to understand the SaaS B2B cybersecurity space, technology, and enterprise software.
- High EQ and business acumen.
- Interest in mentorship from top-performing industry leaders and learning business process optimization.
- Proven experience utilizing AI technologies to enhance decision-making, streamline workflows and processes, improve efficiency and drive business outcomes.
Nice To Haves
- Experience working in an outbound prospecting environment.
- Experience selling SaaS products.
- Experience working with Channel Partners, MSSPs, or cloud marketplaces.
Responsibilities
- Conduct cold outreach and pipeline generation into both new and existing potential partners.
- Run dedicated campaigns to recruit net-new partners and execute targeted follow-ups with non-transacting partners to book new business meetings.
- Qualify inbound Deal Registrations (DR)—including net-new opportunities and aggregator DR opportunities—ensuring they are properly managed and routed to the correct sales representative.
- Own the end-to-end management of Engagement License Program (ELP) opportunities through a mix of inbound and outbound engagement, keeping partners locked in throughout the process to drive post-completion pipeline.
- Lead outbound follow-up for one-to-many webinars, targeting existing partners with post-signup cross-sell and upsell campaigns to secure new business meetings.
- Run verticalized outbound prospecting campaigns to drive marketplace procurement, actively pitching specialized AI use cases to generate outbound interest from potential buyers.
Benefits
- Market leader in compensation and equity awards
- Comprehensive physical and mental wellness programs
- Competitive vacation and holidays for recharge
- Paid parental and adoption leaves
- Professional development opportunities for all employees regardless of level or role
- Employee Networks, geographic neighborhood groups, and volunteer opportunities to build connections
- Vibrant office culture with world class amenities
- Great Place to Work Certified™ across the globe
- Health insurance
- 401k
- Paid time off
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
Education Level
No Education Listed
