Sales Development Representative

About the role

As a Sales Development Representative (SDR) you will be on the forefront of growing and developing a new category within the cybersecurity industry. You’ll play a critical role in fueling our sales pipeline by connecting with key stakeholders in priority accounts. You’ll work closely with Account Executives, Marketing, and RevOps to uncover and qualify high-value opportunities within our ICP accounts, and execute multi-touch outreach strategies. This is an individual contributor role ideal for someone who is motivated, enthusiastic, passionate about technology, curious about cybersecurity, and hungry to grow into a closing sales role. You’ll be on the front lines of our account-based strategy, helping top organizations discover the power of the crowd.

Responsibilities

• Achieve and exceed daily, weekly and monthly quotas of activity volume (50+ dials/day), pre-qualified meetings scheduled and held, new opportunities created, and newly generated pipeline and revenue
• Own outbound prospecting into your designated segment ICP accounts in coordination with marketing and sales
• Prioritize outreach efforts based on intent data (e.g., 6sense 6QA accounts), AE-targeted lists, and tiering models
• Conduct thorough account research to identify the right personas and tailor personalized 1:1 outreach based on their needs
• Deliver multi-channel outreach (calls, emails, LinkedIn) using persona-specific messaging and established frameworks
• Qualify all accounts/contacts prior to scheduling an intro meeting with your AE. Validate qualification criteria on the meeting held with your AE
• Follow up on high-value inbound leads (e.g., demo requests, contact forms) with urgency and qualification discipline
• Collaborate with AEs and cross-functional teams to drive strategy, share feedback, iterate on messaging, and align on top targets
• Track activities and outcomes in Salesforce with high attention to detail and organization
• Proactively keep abreast of our industry and the technology landscape to ensure you are a trusted resource to prospects and customers
• From time to time, assist in organizing territory events

Requirements

• Strong desire to move into a closing role
• 1+ year of outbound prospecting experience preferred, ideally in a B2B SaaS environment
• Ability to build relationships at all levels of an organization over phone and email
• Strong written and verbal communication skills; confident speaking with Director, VP, and C-level contacts
• High curiosity and willingness to learn about cybersecurity, threat intelligence, and vulnerability management
• Proven ability to research accounts and personalize outreach based on buyer personas and business initiatives
• Strong organizational habits and time management; comfortable working in a fast-paced, target-driven environment
• Proficiency with Salesforce, LinkedIn Sales Navigator, Outreach, and/or similar sales tools preferred
• Resilience, grit, and a growth mindset—motivated by feedback, KPIs, and continuous improvement

Working Conditions

• The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation
• Sitting and/or standing - Must be able to remain in a stationary position 50% of the time
• Carrying and/or lifting - Must be able to carry/move laptop as needed throughout the work day
• Environment - Hybrid in the office and work-from-home

Pay

The national estimate for the current base range for the position of Sales Development Representative is $44,160 - $60,720. This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including individual and organizational performance.

Culture

At Bugcrowd, we understand that diversity in the workplace is vital to a company’s success and growth. We strive to make sure that people are included and have a sense of being part of making Bugcrowd not only a great product but a great place to work.

Our team consists of a broad range of people: musicians, adventure sports junkies, nature lovers, parents, cereal enthusiasts, night owls, cyclists, artists—you get the point. At Bugcrowd, we are solving security threats and vulnerabilities that are relevant to everyone, therefore we believe solving these problems takes all kinds of backgrounds. We value the perspectives and experiences people from underrepresented backgrounds bring.