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Delinea is a cloud-native identity security platform that uses AI-powered intelligence to govern human and machine identities across modern enterprises. The Enterprise Sales Development Representative (E-SDR) is a full-time, salaried hybrid role based in Boston (100 Summer Street, 3 days/week in-office) that bridges Sales and Marketing teams to generate, qualify, and hunt for net new enterprise opportunities.
Key responsibilities include:
- Prospecting & Lead Generation: Proactively reach out to potential customers via phone (80% of time), email, and LinkedIn to identify and qualify new business opportunities in the enterprise and strategic accounts space.
- Lead Qualification: Process inbound leads and qualify them to generate sales opportunities aligned with Delinea's goals.
- Pipeline Development: Execute 50+ outbound activities daily (calls, emails) to build and maintain a strong pipeline of qualified leads.
- Research & Relationship Building: Conduct account intelligence research, identify key IT decision-makers and stakeholders, and build relationships to support the sales process.
- Collaboration: Partner with Sales teams on go-to-market strategies and lead handoffs; work with partners on account mapping and territory strategy; collaborate with Marketing on regional events and registration drives.
- CRM & Data Management: Maintain accurate records in Salesforce and SalesLoft to track activities and measure success.
- Territory Alignment: Work with assigned QCRs on territory plans, identify top 10-20 accounts to pursue, support customer cross-sell initiatives, and mentor new hires through shadowing.
- Continuous Learning: Enhance knowledge of Delinea's products and the cybersecurity industry through internal e-learning.
Required qualifications: Bachelor's degree or equivalent; minimum 1+ year SDR experience; strong verbal and written communication; goal-oriented, data-driven mindset; proficiency with Salesforce and other CRM tools (ZoomInfo, 6Sense, HubSpot preferred). Technology sales exposure is a plus.
