About the role
Responsibilities:
- Consultative Prospecting: Deeply understand security leaders' pain points such as unmonitored GenAI tool usage, legacy DLP false positives, and multi-cloud data visibility gaps, and position Matters. AI AI as the definitive solution.
- Pipeline Creation and Partnering: Collaborate closely with Account Executives (AEs) to book high-quality discovery meetings and technical product demos, ensuring a seamless handoff process.
- Account-Based Engagement: Devise and execute targeted account strategies for mid-market and enterprise accounts to build multi-threaded relationships with key decision-makers and champions.
- CRM and Sales Tech Hygiene: Maintain accurate, up-to-date accounts, lead intelligence, and activity metrics in our CRM database to support revenue forecasting.
- Market and Product Awareness: Stay up to date on cybersecurity trends, competitive landscapes, emerging data risk vectors (DSPM, DDR, GenAI/LLM risks), and compliance frameworks (ISO 27001 SOC 2 GDPR, DPDP).
Requirements:
- Experience: At least 2-4 years of experience as a BDR/SDR in B2B SaaS, ideally within Cybersecurity, Data Security, DevOps, or Cloud Infrastructure.
- Technical Aptitude: Strong ability to quickly grasp complex technical architectures (cloud platforms, data lineage, SaaS integrations, GenAI risk) and speak comfortably with technical buyer personas.
- Communication Skills: Exceptional written, verbal, and active listening skills with a knack for translating complex AI and cybersecurity concepts into clear business outcomes.
- Sales Craft: Skilled in handling client objections, navigating complex security buying committees, and building immediate credibility.
- Mindset: A curious self-starter who operates independently, possesses a competitive drive to hit/exceed quotas, and thrives in a fast-paced environment.