Sales Development Representative

Black Duck Software, Inc.; Reading; Remote; GBP 30,000 - 46,000; Full time

Job summary

Black Duck Software, Inc. is seeking a driven Sales Development Representative (SDR) to join our remote UK team.

You will identify and create high-quality pipeline by prospecting new logos and expanding within existing customers, using phone, email, LinkedIn and other channels to engage potential buyers. You will collaborate with Account Executives, Account Managers and Marketing to target the right organisations, qualify inbound interest, and maintain accurate activity in our CRM.

Qualifications

• Some previous sales or customer-facing commercial experience.
• Confident, outgoing personality and ability to build rapport.
• Self-starter mentality with motivation to create opportunities.
• Resilience and persistence; comfortable hearing “no”.
• Strong organization and ability to manage multiple accounts.

Responsibilities

• Generate qualified sales pipeline across new logo and existing customer accounts.
• Proactively prospect into target organisations through phone, email, LinkedIn and creative outbound approaches.
• Research accounts to identify key stakeholders, decision-makers and potential business opportunities.
• Follow up and qualify inbound leads generated through marketing campaigns and other channels.
• Uncover customer challenges, priorities and potential areas where Black Duck can add value.
• Partner closely with Account Executives and Account Managers to develop account strategies and identify new opportunities.
• Nurture prospects and contacts until they are ready to progress into a qualified sales opportunity.
• Maintain accurate and up-to-date activity and opportunity information within our CRM.
• Work towards clear pipeline-generation targets, with your success and incentive directly linked to the opportunities you create.

Skills

Sales experience

Customer-facing

Outbound prospecting

CRM

Tools

LinkedIn Navigator

ZoomInfo

Salesloft

Salesforce

Job description

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in DevSecOps and throughout the software development life cycle.

Location: Remote, UK

About the Role

We’re looking for an ambitious and driven Sales Development Representative (SDR) to join our team at Black Duck.

This is a pipeline-generation role at the heart of our sales organisation. You’ll be responsible for identifying and developing opportunities across both new prospective customers and our existing customer base, creating high-quality pipeline for our sales teams.

You’ll combine proactive outbound prospecting with the qualification of inbound interest, engaging potential customers through phone, email, LinkedIn and other channels. You’ll work closely with Account Executives, Account Managers and Marketing to identify the right organisations and people to engage, understand their challenges, and turn those conversations into qualified sales opportunities.

At Black Duck, SDRs play a key role in building pipeline by qualifying inbound leads and prospecting outbound in partnership with Sales.

What You’ll Do

• Generate qualified sales pipeline across new logo and existing customer accounts.
• Proactively prospect into target organisations through phone, email, LinkedIn and creative outbound approaches.
• Research accounts to identify key stakeholders, decision-makers and potential business opportunities.
• Follow up and qualify inbound leads generated through marketing campaigns and other channels.
• Uncover customer challenges, priorities and potential areas where Black Duck can add value.
• Partner closely with Account Executives and Account Managers to develop account strategies and identify new opportunities.
• Nurture prospects and contacts until they are ready to progress into a qualified sales opportunity.
• Maintain accurate and up-to-date activity and opportunity information within our CRM.
• Work towards clear pipeline-generation targets, with your success and incentive directly linked to the opportunities you create.

What We’re Looking For

We’re less interested in whether you’ve already worked in cybersecurity and more interested in whether you have the mindset and potential to succeed in sales.

You’ll ideally bring:

• Some previous sales or customer-facing commercial experience. This could come from B2B sales, recruitment, telesales, business development, retail, hospitality or another target-driven environment.
• A confident, outgoing personality and the ability to build rapport with different people.
• A self-starter mentality with the motivation to create opportunities rather than wait for them to come to you.
• Resilience and persistence. You’re comfortable hearing “no” and picking up the phone again.
• Strong organisation and an ability to manage multiple accounts, prospects and follow-ups.
• A naturally curious approach and willingness to ask good questions.
• A coachable mindset and genuine desire to learn, develop and improve.
• A competitive, goal-orientated attitude and motivation to achieve and exceed targets.
• Clear written and verbal communication skills.

Why Black Duck?

Black Duck is a leader in application security, helping organisations around the world manage the risks associated with the software they build and use.

You’ll be joining an experienced sales organisation where you can learn from colleagues across Sales, Marketing and Technical Sales while developing your own commercial skill set.

Our existing SDR programme includes structured enablement and onboarding alongside tools such as LinkedIn Sales Navigator, ZoomInfo, Salesloft and Salesforce.

This is an excellent opportunity for someone who has started their career in sales and wants to take the next step in a fast-moving technology environment, or for someone with transferable sales experience who is ready to build a career in B2B technology sales.

If you’re ambitious, organised, coachable and excited by the challenge of creating new business opportunities, we’d love to hear from you.

Black Duck is an equal opportunity employer. We consider all applicants for employment without regard to race, color, national origin, religion, sex, gender identity or expression, age, disability, sexual orientation, veteran or military service status, or any other characteristic protected by applicable law. Black Duck complies with all applicable laws prohibiting employment discrimination in every jurisdiction where it operates and provides reasonable accommodations to individuals with disabilities in accordance with applicable law.

Voluntary Self-Identification

For government reporting purposes, we ask candidates to respond to the below self-identification survey. Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

As set forth in Black Duck Software, Inc.’s Equal Employment Opportunity policy,we do not discriminate on the basis of any protected group status under any applicable law.

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to the Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.