Sales Development Representative (SDR) - Managed Detection & Response (MDR)

Overview

Lead Generation & Qualification

• 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

Experience

• Bachelor's degree in Business, IT, Cybersecurity, or a related field
• Cybersecurity or sales certifications are a plus
• 1-2 years of experience in an SDR or Inside Sales, , preferably in cybersecurity, MSSP, or SaaS
• Exposure to selling or qualifying security services such as MDR, SOC-as-a-Service, SIEM, XDR, EDR, or incident response is a strong advantage
• Experience engaging with CISOs, CIOs, IT Managers, or Security Leaders is preferred

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

What Success Looks Like

• Consistently achieving or exceeding qualified meeting and pipeline targets
• High-quality opportunities accepted by Account Executives
• Strong understanding of MDR value propositions and buyer pain points
• Positive feedback from prospects and internal sales stakeholders

Why Join Us

• Work with a high-growth MDR cybersecurity provider delivering mission-critical services
• Exposure to enterprise and mid-market customers across regulated and high-risk industries
• Clear career progression into Account Executive, Channel Sales, or Cybersecurity Sales Specialist roles
• Continuous enablement on cyber threats, MDR services, and consultative selling