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

Overview

• The Sales Development Representative (SDR) is responsible for **identifying, qualifying, and nurturing new business opportunities** for the company’s Managed Detection & Response (MDR) services.
• The SDR acts as the **first point of contact** for prospective customers, educating them on cyber risk, validating business and security pain points, and generating qualified pipeline for Account Executives.
• This role is critical in building a strong pipeline by targeting organizations that need **24/7 threat detection, response, and cyber resilience** services, and by positioning MDR as a business risk and operational resilience solution rather than a pure technology sale.
• Key ResponsibilitiesLead 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.
• Required Skills & ExperienceExperience* 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.