The Sales Development Representative performs all business development activities within the top of the sales pipeline funnel and is responsible for identifying and qualifying leads, capturing and winning new business pursuits, and engaging in initial conversations with prospects to help achieve the annual revenue goals of the sales team. 

About the Team
The Sales Development team sets the stage for the customer experience through our prospect-centric engagement with cybersecurity team members and leaders. As part of the SDR team, you will be key contributors to Rapid7’s growth as future Account Executives and through the creation of high-quality pipeline.

The Sales Development team is one of the first interactions our prospective customers have with Rapid7 and is a key driver of both their and our success. 

SDRs are equipped with several tools that enable them to succeed in their role, including Salesforce, Linkedin SalesNavigator, Salesloft, Gong, LeadIQ and others. 

About the Role

In this role, you will:

• Establish, research, and engage enterprise and mid-market level prospects within your respective territory.

• Be accountable for daily and weekly activity KPIs (Emails, calls, LinkedIn Messaging).

• Create a predetermined number of opportunities per quarter (not just meetings, but actually conducting meetings and qualifying conversations in partnership with Account Executives).

• Actively manage a portfolio of prospects and contacts in Salesforce and set up nurturing activities in Salesloft to generate active engagement with prospects.

• Work cross-functionally with Marketing team to intensify inbound leads and outbound prospecting efforts.

• Set up comprehensive prospecting approaches (1:1 account management, outbound campaigns, etc.) including emails, calls, and other innovative approaches.

• Create relevant and impactful content in email correspondence with decision-makers in prospect organizations.

• Deliver Rapid7 portfolio value proposition with prospect companies providing them a consultative approach: speaking to their problems and how Rapid7’s products, services, and research strategy might help them solve their challenges.

• Act as the expert in your territory understanding key players, opportunities, market trends, and challenges.

• Manage sales funnel until the opportunity is passed on to Account Executive.

• Collaborate with Account Executives to determine strategies for account penetration plans by providing key insights into areas of development and potential roadblocks.

The skills you’ll bring may include: 

• Ability to utilize consistent and persistent contact and follow up attempts through phone, email, LinkedIn for cold and warm leads generated through marketing campaigns.

• Background creating content needed to pursue opportunities.

• Sales experience or professional selling education is a plus.

• Passionate about delighting customers with previous experience working in a customer facing environment either over the phone or face to face.

• An enthusiasm for technology and a career in sales/ account management.

• A high level of resilience, with the ability to bounce back after setbacks or failure.

• Tenacious and driven attitude with a competitive personality.

• 1+ years experience in the SaaS solution space a plus.

• Some familiarity with the cybersecurity space and tech space a plus.

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