The Role
Qualify outbound and inbound prospects, generate discovery meetings, and create qualified pipeline for Account Executives. Execute campaigns across phone, email, and LinkedIn; manage inbound leads within SLAs; multithread buying groups; contribute account intelligence and territory strategy; and collaborate with Sales and Marketing. The role also requires learning Sysdig’s cloud security solutions, using CRM and sales engagement tools, and adopting AI-assisted workflows.
Summary Generated by Built In
In the cloud, every second counts. On the leading edge of security, Sysdig stops attacks in real-time by instantly detecting changes in cloud security risk with runtime insights and open source Falco. Trusted by a large enterprise customer base, we are a well-funded startup, passionate open source enthusiasts at heart, and problem-solvers who are building and delivering powerful solutions to secure cloud-native applications.
We have an organizational focus on delivering value to customers. We appreciate diverse opinions and open dialogue to spur ideas and we believe in working together to achieve our goals. We're an international company that understands how to cultivate an inclusive environment across all teams.
And we're a great place to work too - we've been named a "Best Places to Work" by Inc, the San Francisco Business Time, and Built In, with recognitions ranging from "Best Benefits" to a "Best Company for Happiness".
We are looking for driven team members who want to join us on our mission to lead cloud security globally. Does this sound like the right place for you?
What you will do
- Qualify prospects you engage with via outbound prospecting methods in an effort to understand their business needs, uncover genuine pain points and generate new qualified meeting opportunities for your aligned Account Executives.
- Execute targeted outbound campaigns across phone, email and LinkedIn to identify and engage new sales opportunities within your assigned ICP accounts and territory.
- Manage inbound AQLs within strict SLA’s, responding to demo requests and event leads quickly and thoroughly to maximise conversion.
- Assist with progressing existing pipeline by engaging additional members of the decision making team, multithreading across the buying group and nurturing prospects through to qualified opportunities.
- Contribute to weekly POD meetings with your aligned AE(s) and SE(s), bringing account intelligence, intent signals and outreach updates to drive a shared territory strategy.
- Utilise AI agent skills to drive efficiency, reduce manual activity and maximise productive outreach time.
- Continuously build your knowledge of Sysdig's solutions, our competitive landscape and the buying personas you will encounter.
- Collaborate with Marketing and Sales to refine messaging, outreach strategy and campaign follow up activity.
What you will bring with you
- 1 to 2 years + of B2B sales or business development experience within an outbound motion.
- Familiarity with SaaS and/or cybersecurity is a plus but not essential.
- Strong communication and interpersonal skills across written, verbal and video formats.
- Comfort engaging senior level prospects including CISOs, VPs of Engineering, DevSecOps leads and CFOs.
- Experience using CRMs and sales engagement tools such as: Salesforce, Outreach, Nooks, Demandbase, Cognism, LinkedIn Navigator.
- A high degree of coachability, self motivation and genuine ambition to grow.
- Ability to manage your time effectively across multiple accounts and outreach channels simultaneously.
What we look for
- Proven success booking discovery meetings that convert to qualified pipeline - consistently hitting or exceeding monthly targets.
- A strong hunter mindset, you enjoy prospecting, you are not deterred by rejection and you show up with the same energy on call 60 as call 1.
- Genuine curiosity about the problems your prospects face and how Sysdig can help solve them.
- Competitiveness and drive to exceed targets, combined with the self awareness to learn from the calls that do not go your way.
- A team-first mindset: BDRs, AE’s and Marketing all win together here.
- Willingness to embrace new tools, processes and ways of working, including AI-assisted workflows.
When you join Sysdig, you can expect:
- Extra days off to prioritize your well-being
- 401(k) Retirement Savings Plan with a 3% company match
- Maternity and Parental Leave
- Mental health support for you and your family through the Modern Health app
- Full health benefits package for you and your family
The U.S. annual on target earnings (OTE) range for this full-time position is between $64,000 and 80,000 USD/year. This range represents a combination of annual base pay and targeted commission. Actual offers may be higher or lower than this range based on a variety of factors, including your work location, job-related experience and education.
We would love for you to join us! Please reach out even if your experience doesn't perfectly match the job description. We can always explore other options after starting the conversation. Your background and passion will set you apart, especially if your career path is different.
Sysdig values a diverse workplace and encourages women, people of color, LGBTQIA+ individuals, people with disabilities, members of ethnic minorities, foreign-born residents, and veterans to apply. Sysdig is an equal-opportunity employer. Sysdig does not discriminate on the basis of race, color, religion, sex, national origin, age, disability, genetic information, sexual orientation, gender identity, or any other legally protected status.
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Skills Required
- 1 to 2 years or more of B2B sales or business development experience in an outbound motion
- Strong written, verbal, and video communication skills
- Comfort engaging senior-level prospects, including CISOs, VPs of Engineering, DevSecOps leads, and CFOs
- Experience using CRMs and sales engagement tools
- Proven success booking discovery meetings that convert to qualified pipeline and consistently meeting or exceeding monthly targets
- Ability to manage time effectively across multiple accounts and outreach channels
- High coachability, self-motivation, and ambition to grow
- Hunter mindset, resilience, curiosity, competitiveness, and team-first approach
- Familiarity with SaaS and/or cybersecurity
- Willingness to use AI-assisted workflows and adopt new tools and processes
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The Company
What We Do
Sysdig delivers cloud security the right way with open innovation, agentic AI, and the uncompromising truth of runtime. In a world of black boxes and blind spots, Sysdig helps security and development teams prevent, detect, and respond to threats in the moment. AI is only as powerful as the signals it receives, and Sysdig Sage™ – the first agentic AI analyst for cloud security – is fueled by the deepest runtime intelligence in the industry. It doesn’t just observe. It reasons and acts with the context, speed, and precision that modern teams need to build and defend innovation in real time. Founded by the creators of Falco and Wireshark, Sysdig is trusted by more than 60% of the Fortune 500 and is built for those who refuse to compromise on security.
Why Work With Us
Sysdig's global expansion is fueled by our dedicated "Sysdiggers," known for collaboration, innovation, & transparency. With a diverse, international presence, we value every voice & are committed to our core values. We prioritize well-being with a top-tier benefits package. Join us to empower our team, thrive, & deliver our best work globally.
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