Enterprise Sales Development Representative

About Delinea

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise.

Enterprise Sales Development Representative

Summary: The Enterprise Sales Development Representative (E-SDR) at Delinea is a full-time, salaried hybrid position based in-office at our Boston location 100 Summer Street. This role serves as a vital connection between our Sales and Marketing teams, focusing on generating and qualifying leads to create business opportunities in the Enterprise space and hunting for net new Opps. The Enterprise SDR is responsible for initiating communication with potential customers, understanding their needs, and setting the stage for a successful sales process.

• Prospecting and Lead Generation: Proactively reach out to potential customers through phone (80%), email, and LinkedIn to identify and qualify new business opportunities.
• Lead Qualification: Process and qualify inbound leads to generate sales opportunities, ensuring alignment with Delinea's sales goals.
• Hunting: Prospecting and finding net new opportunities in white space accounts in the Large Enterprise and Strategic Accounts Pipeline Development: Execute a minimum of 50+ outbound activities daily, including calls and emails, to build and maintain a strong pipeline of qualified leads.
• Research and Relationship Building: Conduct thorough research to gather account intelligence, identify key stakeholders, and build relationships with IT decision-makers.
• Collaboration: Partner closely with the Sales team to develop and refine go-to-market strategies, ensuring a seamless handoff of qualified leads.
• Work with Partners within territory to do account mapping and strategize in accounts to open opps.
• Work with Marketing on key events within region to help with registration of the events to drive attendance.
• Learning and Development: Continuously enhance your knowledge of Delinea’s product offerings and the cybersecurity industry through internal e-learning platforms.
• Data Management: Keep accurate records of all sales activities in CRM tools (Salesforce) and Prospect Engagement systems (SalesLoft) to monitor progress and success.
• Alignment: Work with the QCRs you are assigned to and help collaborate on territory plans, identify top 10-20 accounts within region to go after, and work on customer cross-sell within region.
• Assist with onboarding and development of new hires by allowing them to shadow day to day activity for quicker ramp time.

Location

This position is hybrid, three days a week in-office and based at Delinea's Boston office located at 100 Summer Street. Remote work or telecommuting is not available for this role.