Enterprise Sales Development Representatives

The Enterprise Sales Development Representative (E-SDR) at Delinea serves as a

vital connection between our Sales and Marketing teams, focusing on generating

and qualifying leads to create business opportunities in the Enterprise space and

hunting for net new opportunities. The Enterprise SDR is responsible for initiating

communication with potential customers, understanding their needs, and setting

the stage for a successful sales process.

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  Prospecting and Lead Generation: Proactively reach out to potential customers through phone (80%), email, and LinkedIn to identify and qualify new business opportunities.

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  Lead Qualification: Process and qualify inbound leads to generate sales opportunities, ensuring alignment with Delinea's sales goals.

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  Hunting: Prospecting and finding net new opportunities in white space accounts in the Large Enterprise and Strategic Accounts

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  Pipeline Development: Execute a minimum of 50+ outbound activities daily, including calls and emails, to build and maintain a strong pipeline of qualified leads.

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  Research and Relationship Building: Conduct thorough research to gather account intelligence, identify key stakeholders, and build relationships with IT decision-makers.

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  Collaboration: Partner closely with the Sales team to develop and refine go-to-market strategies, ensuring a seamless handoff of qualified leads. Work with Partners within territory to do account mapping and strategize in accounts to open opps. Work with Marketing on key events within region to help with registration of the events to drive attendance.

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  Learning and Development: Continuously enhance your knowledge of

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  Delinea’s product offerings and the cybersecurity industry through internal e-learning platforms.

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  Data Management: Keep accurate records of all sales activities in CRM tools (Salesforce) and Prospect Engagement systems (SalesLoft) to monitor progress and success.

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  Alignment: Work with the QCRs you are assigned to and help collaborate on territory plans, identify top 10-20 accounts within region to go after, and work on customer cross-sell within region. Assist with onboarding and development of new hires by allowing them to shadow day to day activity for quicker ramp time.

• Educational Background: Bachelor’s degree or equivalent practical experience. Minimum of 1+ year of experience in a SDR role.

• Communication Skills: Strong verbal and written communication skills with the ability to effectively engage with decision-makers.

• Drive and Motivation: A strong desire to learn and grow in a sales role, with a goal-oriented and data-driven mindset.

• Technological Proficiency: Worked and experience with other CRM tools like Salesforce. Background with Zoominfo, 6Sense, Hubspot preferrable

• Industry Knowledge: Exposure to technology sales, customer service, or a related field through internships or work experience.

• Sales Techniques: Familiarity with sales approaches such as cold calling, personalized messaging, or pipeline management.

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.