Sales Development Representative

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. A recognized pioneer in application security, Black Duck provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior.

About the role

We’re looking for a Sales Development Representative (SDR) to join and grow our proven program. As an SDR, you will assist in generating new and expansion business through the qualification of inbound leads and driving outbound campaigns in conjunction with Marketing & Sales efforts. The goal is to leverage these discussions as the onset of new pipeline and future sales.

You’ll work within a proven and diverse SDR program alongside peers with deep knowledge and experience, supported by best-in-class enablement, onboarding, and resources such as LinkedIn Sales Navigator, ZoomInfo, Salesloft, Salesforce, Drift, Zoom Meetings, and Microsoft Teams. Our hybrid work environment balances remote and in-office work, offering personal flexibility alongside growth opportunities.

Responsibilities

• Generate interest and impactful client meetings that yield sales opportunity pipeline.
• Learn target market, business drivers, and strategies to present Black Duck services.
• Follow up and qualify respondents from a variety of marketing programs.
• Drive high-volume and quality outreach activity, including calls, emails, and LinkedIn activity.
• Research organizations to identify influencers, decision makers, and business goals to position Black Duck services.
• Nurture and manage lead contacts until they are qualified as sales-ready, providing sales partners with prospect background, company need, and intrigue.
• Track all activity in our CRM system to support account management teams.

Requirements

• Working knowledge of MS Office applications and internet navigation.
• Self-starter attitude with a competitive, results-oriented perspective.
• Strong organization and communication skills, with a passion for planning, prioritizing, and goal setting.
• Intrinsic motivation to improve daily through continuous development and training.
• Professional persistence and ability to “think on your feet” to build rapport and create compelling client interactions.
• Proven track record of meeting and exceeding goals (quota bonus applies to this role).
• BS or BA with 1+ year of professional experience (including internships); sales experience preferred.

Benefits

• Free gym, classes, and health workshops.
• Medical, dental, vision, and prescription benefits.
• Paid holidays and flexible PTO, including parental leave.
• Flexible hybrid office arrangement.
• Market-leading product portfolio.
• Opportunity to partner 1:1 with Account Executives.
• Supportive office environment with social events, free snacks, and drinks (located near Burlington Mall and restaurants).
• Career path options, mentors, and training.
• Uncapped quota plan.
• 401(K) plan with company match.

Pay

The base salary range across the U.S. for this role is $45,300 – $68,000. Actual compensation will be based on location, skills, experience, and education.