Sales Development Representative

Summary

Join Bugcrowd as a Sales Development Representative and play a crucial role in executing outbound prospecting, generating interest from target accounts, and driving sales opportunities. This highly strategic position requires an individual who is motivated, curious, creative, enthusiastic, and results-driven.

Requirements

• 2+ years experience in outbound enterprise prospecting
• Strong desire to move into a closing role
• Strong verbal and written communication skills
• Ability to build relationships at all levels of an organization over phone and email
• Skill in navigating organizations and leveraging social media to find the right prospect to contact
• Strong time management skills, results-driven, and a proactive nature appreciated and rewarded
• Ability to learn quickly and to adapt easily to change

Responsibilities

• Develop outbound prospecting plan into target Enterprise accounts with Account Executives
• Research and profile prospects and accounts in territory
• Make proactive outbound calls leveraging insights from various tools including LinkedIn Sales navigator, Zoominfo, Insideview, 6sense, Google Analytics, etc
• Curate and manage Outreach sequences, and develop targeted messaging via email and Linkedin
• Work closely with Territory Account Executives to target priority accounts and buying groups in specified territories
• Analyze customer needs in terms of current business obstacles, identifying projects and scoping potential Bugcrowd solutions
• Qualify leads and potential opportunities through the pre-defined handoff and opportunity model
• Partner with the territory franchise team to strategize on account coverage, and leverage Force Management methodology (MEDDICC) to drive value for the customer
• Schedule qualified meetings for Territory Account Executives, facilitate prep meetings in advance and ensure a clean pass of information for a positive customer experience
• Support marketing and sales activity in territory to drive interest and increase meeting conversions
• Follow-up on all inbound leads in assigned territories
• Achieve weekly, monthly and quarterly activity targets
• Monitor opportunity progression and pipeline generation, and adjust processes accordingly