Sales Development Representative (SDR)

Overview

Key Responsibilities

• Proactively identify and engage potential customers via outbound activities (email, phone, LinkedIn, events, partner leads).
• Qualify inbound leads generated through marketing campaigns, partners, and referrals.
• Conduct discovery conversations to understand customer
• security posture, risk exposure, compliance needs, and operational challenges
• .
• Qualify opportunities using agreed frameworks (e.g. BANT, MEDDICC-lite, or internal qualification criteria).

Customer Engagement

• Clearly articulate the value of

Managed Detection & Response (Mdr)

• , including 24/7 monitoring, threat detection, incident response, and risk reduction outcomes.
• Educate prospects on evolving cyber threats, regulatory pressures, and the limitations of in-house security operations.
• Position MDR services as an outcome-driven, cost-effective alternative to building and running an internal SOC.

Pipeline Development

• Schedule qualified meetings and hand over opportunities to Account Executives and Sales Engineers.
• Maintain accurate and up-to-date records in CRM (e.g. Salesforce), including lead status, qualification notes, and next steps.
• Work closely with sales, marketing, and channel teams to align on campaigns, target accounts, and messaging.

Market & Account Intelligence

• Research target accounts, industries, and threat landscapes relevant to MDR.
• Track competitor positioning and customer objections related to MDR, SOC, SIEM, XDR, and MSSP services.
• Provide feedback to marketing and sales leadership on market trends and lead quality.

Required Skills & Experience Skills

• Strong communication and discovery skills; able to articulate complex security concepts in business terms.
• Comfortable with high-volume outbound activity and consultative conversations.
• Ability to understand and position
• risk-based security services
• rather than point products.
• CRM proficiency and disciplined pipeline management.
• Self-motivated, resilient, and target-driven.