Sales Development Representative
WhiteHat Security - Santa Clara, CA

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About Us:
We ignited the web application security industry and continue to lead by transforming the way organizations master vulnerability management. Only WhiteHat Security offers a solution that combines an advanced, cloud security platform with the world’s largest force of security experts.

Position Summary:
We seek to expand our team with a highly motivated, successful, Sales Development Representative in our Santa Clara headquarters. We are looking for a sales dev guru who thrives on the “rush” of sleuthing out new prospect opportunities and delivering on a quota of qualified leads to your Sales counterparts in the field. You will work in an environment that combines all the excitement and energy of a start-up with the security of a company that has a well established product, market share, and a portfolio of “household name” clients. This position offers an excellent opportunity to grow within the company.

Sales Development Representatives (SDRs) are responsible for identifying and creating new qualified sales opportunities in Target Accounts for their regional Account Executives. The SDR manages the inbound lead activity in their territory, qualifying active buying interest and developing opportunity in prospect accounts. The SDR will also coordinate with their AE counterparts to determine the accounts that require research and prospecting activities to secure a sufficient flow of additional qualified opportunities. An implicit responsibility of the SDR is to conduct business dealings in a way that creates a superior prospect experience that will set the stage for effective sales follow-up, as well as future product sales.

Primary Responsibilities:
Prospect, educate, qualify, and develop Target Accounts and inbound leads to create sales-ready leads and opportunities

Interact with prospects via telephone and email

Research accounts, identify key players, generate interest and develop accounts to stimulate opportunity

Disseminate opportunities to appropriate AE, educating rep as necessary about the opportunity

Successfully manage and overcome prospect objections

Become a trusted resource and develop superior relationships with prospects

Update lead scoring and prospect interaction in salesforce.com to ensure efficient lead management

Consistently achieve qualified opportunity quotas to ensure territory revenue objectives.

Provide closed-loop feedback to ensure continuous process optimization

Desired Skills and Experience:
2+ years applicable work experience preferred

A self-starter with a track record of successful, credible lead follow-up and sales development at multiple executive levels within an organization; familiarity with marketing automation space a plus.

Pre-call planning

Opportunity qualification and objection handling

Call structure and control

Time and territory management

Proven track record achieving measurable inside sales goals in an automated sales environment where accurate entry and management of lead data in a CRM system is required. Salesforce.com experience a plus.

Ability to work in a high-energy sales team environment; team player

Positive and energetic phone skills, excellent listening skills, strong writing skills

The highest level of integrity

Proficient with standard corporate productivity tools (email, voicemail, MS Office)

Sales training and salesforce.com experience a plus

4-year College degree required

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