Sales Development Representative

Position: Sales Development Representative (SDR)

Number of hours: 40 Hrs/week

Schedule: U.S. Pacific Time (PT)

Core Competencies:

• Ethics. Works with integrity; Upholds organizational values
• Dependability. Follows instructions, and responds to management direction; results oriented and committed to achieving objectives and tasks as required
• Teamwork and Collaboration. Exhibits objectivity and openness to other's views; Gives and welcomes feedback; Contributes to building a positive culture. Communicates effectively
• Professionalism. tactfully approaches others; Reacts well under pressure; Treats others with respect and consideration; Accountable for all actions and decisions
• Organizational Support. Follows policies and procedures; Completes administrative tasks correctly and on time; Supports organization's goals and values
• Quality Management. Looks for ways to improve and promote quality; Demonstrates accuracy and thoroughness
• Decision Making. Analyzes each situation, looking for opportunities to make any situation more beneficial for the company. Participates effectively in communication to achieve optimum results

Job Overview:

We are hiring an SDR to build and run outbound campaigns across the United States and Europe.

This is not a traditional high-volume SDR role. You will work side by side with the CEO: designing campaigns

together, running them, handling replies, and reviewing results twice a week to decide what to change.

You will not run discovery calls. You will shadow the CEO on those calls and use what you hear to improve the campaigns.

The ideal candidate has done this before at an early-stage cybersecurity company and can hold a written

technical exchange with a security engineer without a script.

Tasks required:

Design campaigns with the CEO

• Bring campaign ideas to the table and build them out with the CEO. One campaign cycle looks like this:

1. Campaign idea and target segment

2. Core messaging

3. Target list build

4. LinkedIn campaign launch

5. Email campaign launch

6. Reply monitoring and follow-up

7. Tracking in Airtable

• Improve the workflow between campaigns so the next one runs faster than the last.

• Own the prospecting tools (Apollo, LinkedIn Sales Navigator, Airtable) and keep the data clean.

Run the campaigns

• Prospect into CISOs, Heads of Security, DevSecOps leaders, Architects, SOC Managers, and

Platform Engineering teams.

• Run outreach on LinkedIn and email.

• Write personalized messages that connect what we do to a problem the prospect already has.

• Draft the replies to LinkedIn conversations the campaigns generate. The CEO sees these too, and you will

work through the tricky ones together.

• Help book meetings for the CEO and manage scheduling through to a confirmed call.

• Shadow the CEO on calls and take notes.

Track and improve

• Track everything in Airtable: contacts sourced, messages sent, replies, positive replies, and meetings

booked, by campaign and by message.

• Sit down with the CEO twice a week to review the replies together and decide what is working, what is not,

and what to change.

• Test one thing at a time so the results are readable.

• Share objections and competitor mentions as you hear them.

Requirements:

• Previous experience at building outreach flows at a product led startup / company or SaaS.
• Startup and product-led experience. You have worked at an early-stage startup selling a technical product,in a role where the sales process was still being built and you helped build it.
• Proven workflow ownership. You have designed a prospecting workflow yourself, from finding prospects
• through to tracking campaign performance. Be ready to walk us through the workflow you built, what you tracked, and what you changed as a result.
• Self-starter. You suggest campaign ideas rather than waiting to be handed one.
• Experience prospecting into both North American and European markets.
• 3+ years as an SDR or BDR in an outbound B2B role.
• Strong written English. Most of this role is writing.
• Comfortable with outbound and tracking tools such as Apollo, LinkedIn Sales Navigator, Airtable, HubSpot, or equivalent.
• Disciplined about data. If it happens, it is logged.

Nice to have:

• Knowledge of security concepts such as Zero Trust, least privilege, CNAPP, CSPM, SIEM, and SOC operations.
• Ability to learn a technical product quickly.

How We Work

• Ethics. Integrity in how we sell and in how we describe what the product does.

• Ownership. You are accountable for the outcome, not the activity count.

• Directness. Give and welcome feedback. Say what is not working early.

• Quality. Accurate records and accurate reporting.