Enterprise Sales Business Development Representative | Kansas City, USA

This role is based in our Leawood, Kansas office Monday–Thursday and remote on Fridays.

About the role

Optiv’s Enterprise Sales Development Representatives (SDRs) are on the front lines of driving new business opportunities with large, complex accounts. This role focuses on identifying, engaging, and qualifying prospects in the enterprise segment, setting the foundation for Optiv’s sales team to drive strategic cybersecurity solutions. Enterprise SDRs combine strong outbound execution with business acumen to open doors in competitive markets and generate high-value meetings.

Responsibilities

• Collaborate with sales to understand target account segments and cybersecurity service and technology areas of focus
• Research target demographics, clients' needs and interests, and other data to create strategies for business development
• Expand lead generation through cold calling, business-to-business selling, and other methods to identify potential business prospects and assist sales in acquiring new clients by scheduling joint meetings
• Analyze market reports to determine where to seek out new business opportunities
• Effectively communicate Optiv’s value proposition as it relates to security services and educate clients and prospects on partners’ technologies capabilities
• Support marketing activities and campaigns by contacting and qualifying leads from Marketo to Salesforce.com (SFDC) based on lead score or hand-raiser to increase client inquiry and engagement with Optiv
• Conduct research on marketing leads to understand interest and/or pain points (utilizing LinkedIn Sales Navigator and Marketo Sales Insights) that Optiv can solve
• Prioritize lead follow-up based on interest level (hand-raiser) and campaign inclusion
• Connect with marketing qualified leads within 24 hours through various channels (phone calls, emails, LinkedIn InMail, etc.)
• Daily interaction with Salesforce.com to update marketing qualified lead (MQL) records with phone/email activity and sales accepted lead (SAL) records with qualification notes, meeting details, and next steps for sales
• BANT qualify leads and move them through the sales pipeline by converting qualified leads and passing them over to sales via a meeting
• Collaborate with marketing and sales to ensure Optiv’s monthly and quarterly goals and targets are met
• Perform other duties as assigned

Requirements

• Ability to work out of our Leawood, Kansas office Monday–Thursday with work from home on Fridays
• Bachelor’s degree preferred
• 4–7 years of proven B2B outbound calling, telesales, or lead generation experience, with a focus on technology, preferably cybersecurity
• Dynamic telephone presence with excellent verbal and written communication skills used to break down technical topics into talking points and email communications
• Strong interpersonal and relationship management skills to build rapport within internal departments and influence conversations with prospects and clients
• Demonstrated ability to research, initiate, and cultivate business relationships with key executives, contacts, and sponsors within assigned accounts
• Proven track record of exceeding assigned quotas and goals
• Goal-oriented and proactive self-starter with demonstrated critical thinking skills to solve problems
• Team player with a can-do attitude who can work collaboratively as well as autonomously in a fast-paced environment while providing high-quality work
• Organized and detail-oriented, with the ability to prioritize and multi-task while effectively managing time
• Proficient with Microsoft Office; Salesforce.com, VCC platforms, SalesLoft, and Drift experience a plus

Benefits

• A company committed to inclusive values through Employee Resource Groups
• Work/life balance
• Professional training resources
• Creative problem-solving and the ability to tackle unique, complex projects
• Volunteer opportunities through “Optiv Chips In,” encouraging employees to engage with their teams and communities
• The ability and technology necessary to productively work remotely/from home (where applicable)