Sales Development Representative
About The Position
The Sales Development Representative performs business development activities at the top of the sales pipeline. The role identifies and qualifies leads, captures and wins new business pursuits, and conducts initial prospect conversations to support the sales team’s annual revenue goals. The representative engages enterprise and mid-market prospects within an assigned territory, generates qualified pipeline, and partners with Account Executives through opportunity handoff. The Sales Development team supports the customer experience through prospect-centric engagement with cybersecurity team members and leaders. It contributes to Rapid7’s growth by creating high-quality pipeline while helping team members develop toward future Account Executive roles. Rapid7 describes its workplace as hybrid. Applicants in or around Metro Boston are expected to work three days in the office and two days remotely.
Requirements
- Demonstrated persistent contact and follow-up strategies across phone, email, and LinkedIn for warm and cold leads.
- Ability to create impactful, tailored email correspondence for decision-makers.
- Accountability for daily activity goals and pipeline milestones.
- Ability to navigate change and ambiguity and adapt to market trends and buyer behaviors.
- Clear, persuasive communication skills.
- Ability to collaborate cross-functionally with Marketing and Account Executives.
- Self-awareness and resilience in responding to setbacks and rejection.
- Customer-facing experience or sales education to support consultative prospect engagement over the phone and face-to-face.
- Enthusiasm for cybersecurity technology and for building a long-term career in sales or account management.
- Familiarity with SaaS solutions and modern sales tools such as Salesforce, LinkedIn Sales Navigator, Salesloft, or Gong.
- Ability to embody Rapid7’s core values.
Responsibilities
- Establish, research, and engage enterprise and mid-market prospects within an assigned territory.
- Meet daily and weekly activity targets across email, phone, and LinkedIn messaging.
- Conduct qualifying conversations in partnership with Account Executives and create a target number of opportunities per quarter.
- Manage a portfolio of prospects in Salesforce and create nurturing sequences in Salesloft to generate engagement.
- Collaborate with Marketing on inbound leads and outbound prospecting efforts.
- Present Rapid7’s portfolio value proposition using a consultative approach that addresses prospect challenges.
- Develop expertise in the territory, including key players, market trends, opportunities, and potential roadblocks.
- Partner with Account Executives on account penetration strategies and manage the funnel through opportunity handoff.
- Use persistent contact and follow-up strategies with warm and cold leads.
- Create tailored email content for key decision-makers across prospect organizations.
- Meet daily activity goals and pipeline milestones tied to quarterly commitments.
- Adapt prospecting techniques to changing market trends and buyer behaviors.
- Communicate Rapid7’s value proposition clearly and persuasively to foster prospect engagement.
- Collaborate with Marketing and Account Executives to optimize lead flow and account strategy.
- Learn from setbacks and rejection and adapt outreach approaches.
- Engage prospects consultatively over the phone and face-to-face.
- Embody Rapid7’s core values and contribute to a culture of excellence and collective success.
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
Education Level
No Education Listed
