Sales Development Representative

About the role

ArcGIS is hiring a Founding Sales Development Representative to be the first point of contact for the security leaders, practitioners, and buyers who are about to become our customers. SDRs at ArcGIS aren't reading from a script. You'll be having real conversations with CISOs, security architects, and SOC leaders about problems they actually have, and helping them see why ArcGIS is worth a closer look. This is a high-impact role at an early-stage company. The pipeline you build directly shapes the trajectory of the business. You'll work closely with our founders, account executives, marketing, and sales engineering, and you'll have the autonomy and support to develop into a top-tier seller in cybersecurity.

Responsibilities

• Generate qualified pipeline through a mix of outbound prospecting, inbound follow-up, and event-driven outreach
• Research target accounts and personas to deliver sharp, relevant, and personalized outreach across email, phone, LinkedIn, and other channels
• Run discovery conversations with security leaders to understand their environment, pain points, and priorities, and qualify whether ArcGIS is a fit
• Partner closely with Account Executives and Sales Leadership to develop account strategies and hand off qualified opportunities cleanly
• Build a deep understanding of the cybersecurity buyer, the competitive landscape, and how ArcGIS differentiates
• Represent ArcGIS at industry events, conferences, and meetups, both in person and virtually
• Track all activity, pipeline progression, and learnings in our CRM with discipline
• Test and iterate on messaging, sequences, and channels to find what actually drives meetings
• Share market feedback with marketing, product, and leadership to sharpen our positioning and product direction

Qualifications

• 1–3 years of sales development, business development, or outbound prospecting experience, ideally at a cybersecurity or enterprise B2B SaaS company
• Working knowledge of the cybersecurity landscape, including familiarity with categories like SIEM, SOAR, EDR, XDR, Email Security, IAM, or cloud security
• A track record of consistently hitting or exceeding pipeline and meeting targets
• Strong written and verbal communication skills, with the ability to speak credibly to technical security buyers
• A self-starter mindset, comfortable operating with limited playbooks and figuring things out as you go
• Coachable, competitive, and hungry to learn the craft of selling in a complex enterprise category
• Comfortable with modern sales tooling (Salesforce or HubSpot, Outreach or Salesloft, LinkedIn Sales Navigator, ZoomInfo, Gong, etc.)

Nice to Have

• Prior experience selling to CISOs, security architects, SOC leaders, or technical security buyers
• A background or certifications in cybersecurity (Security+, CISSP coursework, or equivalent technical exposure)
• Experience at an early-stage startup, especially as one of the first sales hires
• Familiarity with AI-driven security tools or the AI security landscape more broadly

Why Work at ArcGIS?

Make a real world impact. Help empower cybersecurity teams around the world to keep people safe from the most advanced AI-powered cyber threats. Be challenged to be better than ever before. Our team includes some of the smartest and most driven people in the world. We guarantee you will learn more in 1 year here than 10 years anywhere else. Build the foundation. You’re not joining an established sales machine – you’re building it. Your success creates the blueprint. Your deals prove the category. Your feedback shapes the product. Significant upside. As our founding Account Executive, you’ll have equity and earning potential that reflects the value you’re creating. If you are passionate about building enterprise sales from the ground up and want to help companies defend against AI-powered adversaries, we’d love to hear from you.

Compensation

We offer a competitive compensation of $70,000-$80,000(100-120k OTE) per year, and a top-of-market equity component. A variety of factors are considered when determining the compensation, including a candidate’s professional experience. Final offer amounts may vary from the amounts listed.

Equal Opportunity

At ArcGIS, we believe the best ideas come from diverse teams. We’re committed to creating an inclusive environment where people of all backgrounds, experiences, and perspectives can do their best work. We welcome everyone, regardless of race, gender, age, religion, identity, or anything else that makes you, you.