Job Summary

The Sales Development Representative (SDR) will work closely in collaboration with Territory Account Executives and Marketing to execute on outbound prospecting, generate interest from target accounts, and drive sales opportunities in their respective territories. This is a highly strategic position requiring an individual who is extremely motivated, curious, creative, enthusiastic, and results-driven. 

Essential Duties and 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.

Knowledge, Skills, and Abilities

• 2+ years experience in outbound enterprise prospecting, as we have an exceptional sales onboarding platform to get you up and running in no time!
• 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.

Working Conditions & Physical Requirements

The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.

Sitting and / or standing - Must be able to remain in a stationary position 50% of the time

Carrying and / or lifting - Must be able to carry / move laptop as needed throughout the work day.

Environment - remote, work-from-home 100% of the time.

ADA Statement

Bugcrowd is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Bugcrowd will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact HR at [email protected].

Pay Range Disclosure

The base pay range for this role takes into account the wide range of factors that are considered in making compensation decisions, including, but not limited to, Qualifications, Geographical Location, Education/certifications, Experience, Skill Sets, Training, and other business and organizational needs. 

At Bugcrowd, it is not typical for an individual to be hired at or near the top of the range for their role and compensation decisions are dependent on the facts and circumstances of each case. A reasonable estimate of the current range for the position of Sales Development Representatives base is: $60,000 - $70,000.

This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.