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Sales Development Representative



Sales & Business Development
United Kingdom
Posted on Saturday, December 16, 2023

At ReversingLabs, our software supply chain security and threat intelligence solutions have become essential to advancing Cybersecurity maturity around the globe. We're on a journey to expand adoption and accelerate growth by hiring the top talent across the security industry.

Notable breaches such as SolarWinds, CircleCI and 3CX have elevated software supply chain security as a top initiative across every organization developing or purchasing software. Only ReversingLabs delivers the software package analysis speed and intelligence needed to protect against this critical area of risk.

Our vision is clear. Arming every company with end-to-end insights to ensure development releases securely, IT purchases safely, and the SOC can effectively detect, isolate and respond. We are seeking extraordinary talent for this game changing opportunity to help forge this transformational journey at ReversingLabs.

You, as the Sales Development Representative (SDR) will generate qualified leads and work closely with Field Sales, Sales Engineering and Marketing. The position is responsible for key aspects of the sales cycle including prospecting for new opportunities and identifying up-sell/cross sell opportunities with existing customers. Pipeline management and demand generation activities are essential to success. The ideal candidate will have proven SaaS sales experience and knowledge of the digital advertising ecosystem. The position requires an ability to understand and articulate the value of ReversingLabs solutions to prospects, customers and partners up to the C-level. The SDR must have excellent communication skills and a desire to exceed prospecting, lead qualification and sales goals or quota.

What You Will Do

  • Execute out-bound calling campaigns to prospective or existing customers, educating them on ReversingLabs product and service offerings.
  • Generate high quality meetings for specific territory utilizing targeted messaging and proven sales techniques.
  • Follow-up, nurture and qualify in-bound web, call or email inquiries.
  • Facilitate marketing campaigns by driving attendance to and attending marketing events (webinars, field seminars, trade shows) and proactively follow up on all invitations, registrants, attendees and prospects.
  • Provide feedback to sales and marketing management regarding lead quality and marketing campaign effectiveness.
  • Manage ongoing pipeline and track customer-related phone conversations and emails in Salesforce.com including documenting sales opportunities according to defined sales processes.
  • Meet or exceed targeted call volumes and monthly sales quota.
  • Build a working knowledge and become an expert on ReversingLabs products, services and competitors.
  • Practice and continue to improve solution-selling techniques.

What We Are Looking For

  • Minimum Associates Degree or equivalent work experience.
  • 1-2 years in sales, inside sales or customer account manager role.
  • Experience in building/generating sales pipeline and demand generation programs.
  • Consistent track record of exceeding sales goals or quota.
  • Understanding of the digital advertising ecosystem.
  • Experience supporting a partner or channel sales model a plus.
  • Experience using Salesforce.com, HubSpot, and other sales enablement tools is a plus.
  • Experience in IT Sales, SaaS and Cybersecurity is highly recommended.
  • Excellent communication skills: phone, presentation, written and listening.
  • High-energy, motivated self-starter.
  • Team player with ability to work independently.