Commercial Sales Development Representative, Expel
$59.5-85k
OTE
+ Equity
Cyber security threat detection & management
Open for applications
Cyber security threat detection & management
501-1000 employees
Open for applications
$59.5-85k
OTE
+ Equity
501-1000 employees
Company mission
Expel is on a mission to make security easy to understand, easy to use, and easy to continuously improve.
Role
Who you are
- An ability to influence others and build rapport quickly – especially over the phone
- A high level of professionalism and a customer service mentality
- Self-discipline, ambition and a track record of meeting and exceeding daily and monthly objectives
- Strong communication skills – including written and verbal – and the ability to tailor outreach
- High energy and a positive attitude
- Passion for new technology and an interest in learning about security
- Hands-on experience with different sales techniques, including cold calls
- Resilience and perseverance that lets you overcome objections
- Experience with CRM software such as Salesforce.com (kudos if you've also got experience with prospecting tools like ZoomInfo, LinkedIn Sales Navigator, SalesLoft and Outreach)
- A resilient, adaptable to change, and curious approach
- 1-2 years sales or customer service experience (and ... better yet, experience with selling security or cloud-related products and services)
- A Bachelor’s degree or equivalent experience
What the job involves
- We’re looking for our next Go-Getter to join our Inside SDR Team in a high impact role that comes fully stacked with the tools and training for you to set yourself up for success!
- In this role, you’ll be working closely with Marketing and Inside Sales Account Executives to learn the in’s and out’s of sales from cradle to grave
- You’ll become an expert in what it takes to attract, engage, qualify and (drum-roll please) close new business at Expel
- Provide you with a client-focused sales culture full of positive energy and built on integrity, creativity and transparency
- Surround you with highly collaborative sales and marketing teams that know the act of creating a long-term customer starts with building trust during your initial outreach
- Surprise you with the capability of our team and our willingness to creatively support your efforts, whether that's via teaching you about security, creating engaging content or investing in your development
- Give you a career path that provides opportunities to grow into more senior sales roles at Expel
- Generate qualified sales leads by making phone calls, sending emails and connecting through social media channels with prospects at companies in our target market
- Explain to prospects what Expel does, by making valuable contributions at each touchpoint from beginning to end
- Coordinate and actively partake in the initial discovery calls you set up with prospects
- Maintain detailed account and contact profiles in Salesforce and Outreach including activities, reports, and follow-up tasks
- Develop and keep your knowledge up to date on Expel’s services, partners, differentiators, competitors, value proposition and related security technologies so you can effectively prospect and qualify leads
- Research target customers and identify prospects using tools like Zoominfo, LinkedIn and online research
- Partner with Inside AE’s to strategically prospect new business with the right titles/accounts
- Consistently attain monthly, quarterly and annual targets
- Other duties as assigned
- Our employees live all over the United States so you can work from the state you’re based, but you will be expected to travel to the office 4x a year for 1 week at a time
- Our office is based in Herndon, VA. The SDR team meets to do our in-person Quarterly Business Reviews. We also have team events during that week
Our take
As ransomware and hacking threats rise, identifying and resolving breaches in security must be done quickly. Lack of transparency in cyber-security makes it difficult for engineers to detect, understand, and fix the issues as fast as possible. Expel is aiming to redefine what a security operations center and managed detection service looks like in the modern age.
Though the company faces competition from the vast number of cybersecurity platforms, Expel positions itself as a viable alternative to the service delivery model of managed security service providers (MSSPs) by offering a comprehensive management platform that connects to its customers’ tech remotely through APIs, providing fast detection and clear solutions.
Having reached unicorn status, the company is establishing a stronger presence in the European and Asia-Pacific markets, capturing business in Canada, the United Kingdom, Australia, and Singapore. Its 2022 funding is being used to accelerate sustainable growth, continue the company's international expansion, and push forward with go-to-market initiatives.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
17% employee growth in 12 months
Company
Funding (last 2 of 6 rounds)
Oct 2022
$31m
SERIES E
Nov 2021
$140.3m
SERIES E
Total funding: $288.8m
Company benefits
- Flexible work hours and locations
- Unlimited time off - includes vacation, personal days, and an annual company-wide restorative day
- 24 weeks parental leave when you, your spouse or your domestic partner gives birth to a child, adopts a child or becomes a foster parent (first 12 weeks paid)
- Military leave
- Paid annual conference - we reimburse you up to $2,500 to attend at least one conference every year that helps you move your career forward
- One month sabbatical after hitting your 5 year anniversary
- Zero-meetings week each quarter - where all Expletives are challenged to reduce the number of internal meetings on their calendar all the way to zero
- Medical insurance through the Cigna Open Access Plus HRA plan
- Dental & vision insurance through Guardian
- Team touchdowns - Expel Teams are encouraged to come together quarterly for planning, for connecting, for energizing and maybe a little fun
- Fitness stipend
- Cell phone stipend
- Employee Assistance Program
- Telemedicine (Cigna’s Telehealth Connection)
- Access to the popular mental health platforms, Ginger and Talkspace
- BenefitHub - a web portal where Expel employees can enjoy discounts, cash back rewards and perks on thousands of brands in a variety of categories!
- Retirement 401(k) account provided by Principal
- Health Reimbursement Arrangement (Cigna)
- Flexible Spending Accounts
- Student loan refinancing
Company HQ
Herndon, VA
Leadership
Dave Merkel
(CEO & Co-Founder)Previous CTO of both FireEye and Mandiant (also VP, Products and Threat Management Services). Previously worked as the Senior Technical Director at America Online and for the US Air Force as an Assistant Chief of Intrusion Invasions.
Justin Bajko
(VP of Strategy & Business Development & Co-Founder)Previous Managing Director (MCIRT Operations) at Mandiant and Senior Manager of Global Security Analysis at Symantec. Previously worked as a Network Administrator at Clinical Trial Management Services, and was a Network and Systems Administrator at MiniFibers.
Yanek Korff
(Chief of Staff & Co-Founder)Previous COO at Expel. Current Board Member at ThreatSwitch and Investor at Berg Capital Group. Previous Member of the Technical Advisory Board at Ntrepid Corp and CP an CTO at FireEye.
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