Sales Development Representative

OPSWAT, Inc.; Dubai; On-site; AED 120,000 - 180,000; Full time

Job summary

OPSWAT, Inc. is seeking a results-driven Sales Development Representative to build and qualify a robust pipeline.

You will engage prospects, discover use cases, and guide them toward product demos with Account Executives, while documenting every interaction in the CRM and collaborating with sales and marketing to maximize pipeline velocity. The role emphasizes discovery, qualification, and cross-functional teamwork in a fast-growing cybersecurity company.

Qualifications

• Bachelor's degree or equivalent experience in sales or relevant field.
• Proven business development and prospecting success using core sales tools.
• Excellent written and verbal communication with professional presence.

Responsibilities

• Qualify and prospect inbound/outbound leads to build a strong pipeline.
• Identify use cases and position OPSWAT solutions to fit customer needs.
• Educate prospects and drive them toward a hand-off to sales.
• Document conversations and qualifications clearly in CRM.
• Cold call prospects from various sources and identify key stakeholders.
• Research accounts, gather business requirements, and align solutions to buyer needs.
• Set appointments for the sales team with qualified leads.
• Nurture marketing leads until ready for an account executive.
• Drive attendance for webinars and conferences.
• Maintain accurate activity and qualification data in CRM.
• Collaborate with sales/marketing on strategic approach.
• Continuously learn OPSWAT products and cybersecurity industry.

Skills

Communication

Time management

Collaboration

Results oriented

Initiative

Education

BA/BS degree or relevant experience

Tools

Salesforce

6sense

ZoomInfo

LinkedIn Sales Navigator

HubSpot

Vidyard

SalesLoft

Outreach

Job description

OPSWAT, a global leader in IT, OT, and ICScritical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

The Position

In full hyper-growth mode, OPSWAT is looking for that next action-oriented and result-driven SDR rockstar who will deliver on expectations and has a proven track record of overachieving against goals, metrics, and quotas.

What You Will Be Doing

As a Sales Development Representative at OSPWAT, your main driver is to engage prospective clients, create excitement, articulate the value, and schedule product demonstrations which you assign to the Account Executives. Your efforts will be an integral part of building a strong pipeline of qualified opportunities for OPSWAT while contributing to revenue growth of our company.

• Manage, qualify, and prospect to inbound and outbound marketing leads through targeted initiatives.
• Utilizing a strong, initial discovery conversation, identify the use case and offer the proper solution set, while also positioning additional, applicable OPSWAT products.
• Be responsible for educating and developing prospect lead driving towards a hand-off to sales.
• Documenting conversations and qualifications in a clear, manner.
• Cold calling prospects, generated by variety of sources.
• Identify key players and strategic accounts, researching and obtaining business requirements (BANT), and presenting solutions to begin sales cycle.
• Set appointments for OPSWATS sales team when a lead becomes qualified.
• Nurture new marketing leads by educating and developing prospects until they are ready to speak with a field sales rep.
• Drive attendance for webinars and set meetings for conferences.
• Ensure successful follow through of sales cycle by maintaining accurate activity and lead qualification information in CRM application.
• Collaborate with sales and marketing team members on strategic sales approach.
• Consistently master your trade through learning and education across all OPSWAT products as well as the cybersecurity industry.

What We Need From You

• Proven business development and prospecting success through effective use of core sales tools.
• Demonstrated ability to collaborate with a distributed sales team and peers.
• Capability of uncovering customer pain points and business needs, and then correlating business solutions and value.
• Strong and professional communication skills -- written, verbal, presentation.
• Aptitude to manage numerous requests and time demands concurrently, while achieving production goals from assigned territory or set of accounts.
• Promotes a strong sense of urgency for reaching goals and key deliverables. Acts without being told what to do. Brings new ideas to the company.
• Contributes individually to the team effort and plays an integral part in the success of a team culture.
• Drive, Grit, Tenacity, Optimism, Intelligence, Team Orientation, and an insatiable desire to earn, compete, and win.

It Would Be Nice If You Had

• BA/BS degree or relevant experience.
• Preferred Experience : Salesforce, 6sense, ZoomInfo, Linkedin Sales Navigator, Hubspot, and Vidyard.
• Required Experience: SalesLoft or Outreach.
• Strong passion for excellence and a high level of initiative.
• Excellent communication skills, both written and verbal.
• Professional business presence and acumen.
• Strong ability to multi-task with a results-oriented mindset.
• Bilingual or multilingual is a plus.

OPSWAT is an equal opportunity employer. We celebrate diversity and are committed to providing an environment where equal employment opportunities are extended to all employees and applicants, free of discrimination and harassment of any type. All employment decisions are based on individual qualifications, job requirements, and business needs without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other category protected by federal, state, or local laws.