Sales Development Representative - Chicago

вчера

СШАHybrid

aiaccount-based sellingsalesforce

First point of contact for large enterprises to navigate identity security challenges and drive new sales pipeline.

's AI-powered identity platform manages and governs human and non-human access to all of an organization's applications, data, and business processes. Customers trust to safeguard their digital assets, drive operational efficiency, and reduce compliance costs. Built for the AI age, is today helping organizations safely accelerate their deployment and usage of AI. is recognized as the leader in identity security, with solutions that protect and empower the world’s leading brands, Fortune 500 companies and government institutions. For more information, please visit. You are the first point of contact for large enterprises navigating identity security challenges and play a critical role in driving net-new pipeline. This is an account-based, outbound-focused role where you will own prospecting across a portfolio of enterprise accounts, consistently identifying new opportunities and engaging multiple stakeholders. You will partner closely with Enterprise Account Executives to develop account plans, map key stakeholders, and execute strategic outreach at scale. You will leverage AI to enhance research, prioritization, and personalization while building relationships, uncovering business needs, and qualifying opportunities through our established framework. Success is measured by your ability to consistently generate high-quality, net-new pipeline across your accounts.

Run disciplined, multi-channel outbound across phone, email, LinkedIn, sequences, and events, and consistently create qualified new-logo pipeline
Multi-thread into each account, engaging several personas at the Director and VP level
Prioritize accounts using intent, whitespace, engagement, and business triggers. Articulate what signals like M&A, expansion, or financial performance mean for the business and translate them into relevant, industry-specific outreach.
Use AI every day for research, prioritization, message drafting, and personalization, reviewing and improving all outreach before it goes out
Identify business pain, qualify opportunities using ’s qualification framework, and connect what you learn to ’s value
Hand off well-documented, executive-sponsored opportunities to your AE with clear context and agreed next steps
Use conversion and disqualification data, plus Marketing and Channel insights, to sharpen your targeting and messaging
Partner closely with AEs to develop strategic account plans, map key stakeholders, align on account priorities, and coordinate targeted outreach to drive pipeline creation.
Keep accurate account intelligence and activity in Salesforce and Outreach. Hygiene and discipline are part of the job

2+ years of SDR, BDR, or outbound sales experience, with a proven ability to create qualified pipeline independently, ideally selling technology or security to enterprise accounts
Strong cold calling, objection handling, and outbound prospecting skills, with comfort engaging Director and VP-level buyers
Account research, prioritization, buyer identification, and personalized outreach skills
Multi-threading, discovery, and qualification skills
Clear communication and the ability to connect customer problems to ’s value
Demonstrated AI fluency: hands-on, regular use of tools such as Claude, ChatGPT, or Gemini to improve research, targeting, and outreach quality, with the judgment to review and refine what AI produces
Consistent execution, CRM discipline, and strong follow-through
Curiosity, coachability, and the ability to learn complex security concepts
Working knowledge of Salesforce, LinkedIn Sales Navigator, and Outreach (or similar)
Willingness to travel to regional events and team meetups as needed (about 10%)