Enterprise Sales Development Representative, Delinea
+ A meaningful equity and bonus program
3 days a week in office
Privileged access management (PAM) solutions
Be an early applicant
Privileged access management (PAM) solutions
1001+ employees
Be an early applicant
+ A meaningful equity and bonus program
3 days a week in office
1001+ employees
Company mission
To empower cybersecurity for the modern, hybrid enterprise.
Role
Who you are
- 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
- Adaptability: An eagerness to quickly learn and apply new concepts, especially in a dynamic, technology-driven environment
What the job involves
- The Enterprise Sales Development Representative (E-SDR) at Delinea is a full-time, salaried position hybrid / in-office at our Boston location (100 Summer St)
- This role 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 Opps
- The Enterprise SDR is responsible for initiating communication with potential customers, understanding their needs, and setting the stage for a successful sales process
- Prospecting and Lead Generation: Proactively reach out to potential customers through phone (80%), email, and LinkedIn to identify and qualify new business opportunities
- Lead Qualification: Process and qualify inbound leads to generate sales opportunities, ensuring alignment with Delinea's sales goals
- Hunting: Prospecting and finding net new opportunities in white space accounts in the Large Enterprise and Strategic Accounts
- Pipeline Development: Execute a minimum of 50+ outbound activities daily, including calls and emails, to build and maintain a strong pipeline of qualified leads
- Research and Relationship Building: Conduct thorough research to gather account intelligence, identify key stakeholders, and build relationships with IT decision-makers
- 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
- Learning and Development: Continuously enhance your knowledge of Delinea’s product offerings and the cybersecurity industry through internal e-learning platforms
- Data Management: Keep accurate records of all sales activities in CRM tools (Salesforce) and Prospect Engagement systems (SalesLoft) to monitor progress and success
- 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
- This position is hybrid 3 days per week based in Delinea's Boston office located at 100 Summer St. Remote work or telecommuting is not available for this role
Our take
In a world of increasingly muscular cyber threats, Delinea is providing Privileged Access Management (PAM) tools for companies in the medical, construction, manufacturing, and government industries. With the constant evolution of threats, these and many more industries require sturdy support from companies, leading to PAM solutions being valued at $18.32 billion in 2019.
Delinea has enjoyed funding from Thomas Bravo and Insight Partners in the past, but is one of many similar companies in the industry. However, under its previous moniker of Centrify, dating back to Delinea’s merger with Thycotic Software, the company has been a major player in PAM since 2004. With a buyout in 2021 by TPG Capital, Delinea is clearly taking steps to keep up with modern threats.
Kirsty
Company Specialist at Welcome to the Jungle
Insights
Company
Company benefits
- Full suite of medical, dental, and vision insurance
- 401(k)
- ROTH, comprehensive life insurance, short-term and long-term disability insurance, an employee assistance program
- Generous discretionary time off
- 10 or more paid holidays
Company values
- Spirited - What Delinea does is serious work, but it has a great time doing it. It's passionate about responding to its customers and making an impact. Delinea strives to bring out the best in each other
- Trust - Delinea's customers trust it to protect its most critical resources and take that responsibility seriously. It does the things it says it's going to, and it doesn’t promise what it can’t deliver. Delinea counts on each other, and it has each other’s backs
- Respect - Delinea treats everyone with dignity, respect and professionalism. It values diverse viewpoints and backgrounds as the foundation for collaboration and innovation
- Ownership - Delinea is driven to solve problems and it's accountable for delivering results with the highest level of integrity. Delinea shares all responsibility for the success of the company and its customers
- Nimble - Delinea challenges the status quo, and it innovates fast to stay ahead of cyberthreats, setting the pace for a fast-moving industry. It makes decisions with the best information available and learns from its actions
- Global - Employees across almost 40 countries and customers all over the world bring a global perspective to Delinea's business. It doesn’t base decisions on the assumptions of a single country or culture
Company HQ
Financial District, San Francisco, CA
Articles
Leadership
Art Gilliland
(CEO)Previously Advisor at TPG CAPITAL MANAGEMENT, L.P, Senior Vice President and GM, Symantec Enterprise Division Broadcom Inc, EVP and GM Enterprise Business Unit at Symantec, Member Board Of Directors at Gigamon.
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