Sales Development Representative

The Core Mission

• Your primary goal is to secure discovery meetings for the Owner with qualified technical and executive stakeholders (CISOs, VPs of Infrastructure, IT Directors) at companies facing critical IAM and Zero Trust challenges.
1. 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.
2. 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).
3. 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.
4. 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.