Sales Development Representative

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years, our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

About the role

In full hyper-growth mode, OPSWAT is looking for an action-oriented and result-driven Sales Development Representative (SDR) with a proven track record of overachieving against goals, metrics, and quotas. Based in our new headquarters in Tampa, Florida, you will be responsible for booking meetings for your sales partners through inbound marketing leads, focused vertical leads, net new self-generated leads, and targeted outbound initiatives.

Responsibilities

• Engage prospective clients, create excitement, articulate the value, and schedule product demonstrations assigned to Account Executives.
• Manage, qualify, and prospect inbound and outbound marketing leads through targeted initiatives.
• Conduct strong initial discovery conversations to identify use cases and offer appropriate solution sets, while positioning additional OPSWAT products.
• Educate and develop prospect leads, driving them toward a handoff to sales.
• Document conversations and qualifications clearly.
• Cold call prospects from various sources.
• Identify key players and strategic accounts, research and obtain business requirements (BANT), and present solutions to begin the sales cycle.
• Set appointments for the OPSWAT sales team when a lead becomes qualified.
• Nurture new marketing leads by educating and developing prospects until they are ready to speak with a field sales representative.
• Drive attendance for webinars and set meetings for conferences.
• Ensure successful follow-through of the sales cycle by maintaining accurate activity and lead qualification information in the CRM application.
• Collaborate with sales and marketing team members on strategic sales approaches.
• Consistently master your trade through learning and education across all OPSWAT products and the cybersecurity industry.

Requirements

• Proven business development and prospecting success through effective use of core sales tools.
• Demonstrated ability to collaborate with a distributed sales team and peers.
• Capability to uncover customer pain points and business needs, then correlate business solutions and value.
• Strong and professional communication skills—written, verbal, and presentation.
• Aptitude to manage numerous requests and time demands concurrently while achieving production goals.
• Promotes a strong sense of urgency for reaching goals and key deliverables; acts without being told what to do.
• Brings new ideas to the company and contributes individually to team success.
• Drive, grit, tenacity, optimism, intelligence, team orientation, and an insatiable desire to earn, compete, and win.
• Required experience with SalesLoft or Outreach.

Qualifications

• BA/BS degree or relevant experience.
• Preferred experience with Salesforce, 6sense, ZoomInfo, LinkedIn Sales Navigator, HubSpot, and Vidyard.
• Strong passion for excellence and a high level of initiative.
• Excellent communication skills, both written and verbal.
• Professional business presence and acumen.
• Strong ability to multi-task with a results-oriented mindset.
• Bilingual or multilingual is a plus.