Outbound Sales Representative

Responsibilities:

• Research & Account Targeting (Quality over Quantity)
• Deep Research: Identify and qualify high-potential target accounts using strategic criteria (e.g., legacy identity systems, known compliance deadlines, executive movements, recent security news).
• ICP Focus: Systematically target mid-market organizations (500–5,000 employees) in highly regulated sectors (Financial Services, Healthcare, Federal Contractors).
• Data Integrity: Maintain meticulous, up-to-date prospect records and activities within the company CRM.
• High-Value Outreach & Engagement
• Personalized Messaging: Develop and execute highly personalized outreach sequences (email, phone, LinkedIn) that clearly articulate the value proposition relative to the prospect’s specific IAM pain points.
• Technical Context: Learn and articulate the business value of initial services, such as IAM Quick-Start Assessments and Compliance Readiness Engagements.
• Executive Conversation: Successfully navigate gatekeepers and conduct professional, executive-level qualification calls to determine the prospect’s Budget, Authority, Need, and Timeline (BANT).
• Lead Nurturing & Follow-Up (Critical Function)
• Owner Lead Management: Act as the dedicated follow-up specialist for leads generated directly by the Owner (e.g., conference contacts, inbound inquiries, referrals).
• Re-engagement Campaigns: Develop and execute sequences specifically designed to warm up cold or dormant leads, keeping the organization top-of-mind until the prospect is ready to engage.
• Drip Campaigns: Manage targeted email drip campaigns to nurture contacts who are not yet ready for a meeting but fit the Ideal Customer Profile (ICP).
•  Appointment Setting: Relentlessly pursue and secure the first meeting with high-priority accounts provided by the Owner that require consistent, professional follow-up.
• Collaboration & Enablement
• Direct Partnership: Work directly with the Owner/IAM Practice Leader to define target personas, refine messaging, and prioritize weekly activities.
• Content Feedback: Provide continuous feedback on the effectiveness of sales enablement materials (case studies, white papers) used in outreach.
• Transition: Flawlessly transition qualified opportunities to the Owner for the technical deep-dive and closing stages.

Key Metrics For Success:

• Monthly Target: Secure and confirm 8-12 Qualified Discovery Meetings for the Owner.
• Pipeline Generation: Your primary focus is on generating a high-quality, high-value pipeline that aligns with our specialized consulting services.

What You Should Bring:

• Experience: Experienced in an SDR, BDR, or Inside Sales role, preferably in B2B SaaS or IT Services.
• Technical Aptitude (Must-Have): The ability to quickly grasp and speak intelligently about complex technical concepts, specifically related to Cybersecurity, Identity and Access
• Management (IAM), Zero Trust, or Compliance (NIST, HIPAA, etc.). 
• You do not need to be an engineer, but you must be fluent in the industry language.
• Communication: Exceptional written and verbal communication skills; a proven ability to write compelling, concise emails that cut through the noise.
• Self-Starter: Highly organized, process-driven, and intrinsically motivated to build and own a foundational sales process from the ground up.
• Education: Bachelor's degree preferred.