Enterprise Sales Business Development Representative | Kansas City, USA

Optiv; Leawood (KS); On-site; USD 52,000 - 78,000; Full time

Job summary

Optiv in Leawood, KS is hiring an Enterprise Sales Development Representative to drive new business with large, complex accounts. This onsite role focuses on outbound prospecting, qualifying enterprise leads, and setting high-value meetings for the sales team.

Responsibilities include collaborating with marketing, researching targets, and maintaining timely follow-ups via Salesforce, Marketo, and related tools.

Qualifications

• Bachelor's Degree preferred
• 4-7 years of proven B2B outbound calling/lead generation experience, preferably in technology/cybersecurity
• Strong verbal and written communication skills to explain technical topics clearly
• Proven ability to research, initiate, and cultivate executive-level relationships
• Track record of exceeding quotas and targets

Responsibilities

• Collaborate with sales to understand target account segments and cybersecurity areas
• Research target demographics and client needs to create business development strategies
• Expand lead generation through cold calling and B2B selling to schedule meetings
• Analyze market reports to identify new opportunities
• Communicate Optiv's value proposition to clients and educate on partner technologies
• Qualify leads from Marketo to Salesforce.com and move them through the pipeline
• Connect with MQLs within 24 hours via calls, emails, LinkedIn, etc.
• Update Salesforce with activity and meeting details for SAL records
• BANT qualify leads and hand over meetings to sales
• Meet monthly/quarterly goals with marketing and sales

Skills

B2B outbound calling

Lead generation

Salesforce

SalesLoft

Drift

Communication skills

Education

Bachelor's Degree

Tools

Salesforce.com

VCC platforms

SalesLoft

Drift

Job description

This role has an onsite requirement of Monday-Thursday in our Leawood, Kansas office, with work from home on Friday's.

Optiv's Enterprise Sales Development Representatives (SDRs) are on the front lines of driving new business opportunities with large, complex accounts. This role focuses on identifying, engaging, and qualifying prospects in the enterprise segment, setting the foundation for Optiv's sales team to drive strategic cybersecurity solutions. Enterprise SDRs are expected to combine strong outbound execution with business acumen to open doors in competitive markets and generate high-value meetings.

How You'll Make An Impact

• Collaborate with sales to understand target account segments and cybersecurity service and technology areas of focus
• Research target demographics, clients' needs and interests and other data that can be used in creating strategies for business development
• Oversee efforts to expand lead generation through cold calling, business-to-business selling and other methods to identify potential business prospects and assist sales in acquiring new clients by scheduling joint meetings
• Analyze market reports to determine where to seek out new business opportunities
• Effectively communicate Optiv's value proposition as it relates to security services and educate clients and prospects on partners' technologies capabilities
• Support marketing activities and campaigns by contacting and qualifying leads that are sent over from Marketo to Salesforce.com (SFDC) based on lead score or hand-raiser with the goal to increase client inquiry and engagement with Optiv
• Conduct research on marketing leads to understand interest and/or pain points (utilizing LinkedIn Sales Navigator and Marketo Sales Insights) that Optiv can solve
• Prioritize lead follow-up based on interest level (hand-raiser) and campaign inclusion
• Connect with marketing qualified leads within 24 hours through various channels (i.e., phone calls, emails, LinkedIn InMail, etc.)
• Daily interaction with Salesforce.com to update marketing qualified lead (MQL) records with phone/email activity, as well and sales accepted lead (SAL) records with qualification notes, meeting details and next steps for sales
• BANT qualify leads and move them through the sales pipeline by converting qualified leads and passing them over to sales via a meeting
• Collaborate with marketing and sales to ensure Optiv's monthly and quarterly goals and targets are met
• Performs other duties as assigned
• Complies with all policies and standards

What We're Looking For

• Ability to work out of our office in Leawood, Kansas Monday- Thursday with work from home on Friday's
• Bachelor's Degree preferred
• 4-7 years proven B2B outbound calling/telesales/lead generation experience, with a focus on technology, preferably cybersecurity required
• Dynamic telephone presence with excellent verbal and written communication skills used to break down technical topics into talking points and email communications
• Strong interpersonal and relationship management skills to build rapport within internal departments and influence conversations with prospects and clients
• Demonstrated ability to research, initiate, and cultivate business relationships with key executives, contacts, and sponsors within assigned accounts
• Proven track record of exceeding assigned quotas /goals
• Goal-oriented and proactive self-starter with demonstrated critical thinking skills to solve problems
• Team player with a can-do attitude that can work collaboratively, as well as autonomously, in a fast-paced environment while providing high-quality work
• Organized and detail-oriented, with the ability to prioritize and multi-task, while effectively managing time
• Proficient with Microsoft Office, Salesforce.com, VCC platforms, SalesLoft and Drift experience, a plus

What You Can Expect From Optiv

• A company committed to our inclusive value through our Employee Resource Groups
• Work/life balance
• Professional training resources
• Creative problem-solving and the ability to tackle unique, complex projects
• Volunteer Opportunities. "Optiv Chips In" encourages employees to volunteer and engage with their teams and communities.
• The ability and technology necessary to productively work remotely/from home (where applicable)

EEO Statement

Optiv is an equal opportunity employer. All qualified applicants for employment will be considered without regard to race, color, religion, sex, gender identity or expression, sexual orientation, pregnancy, age 40 and over, marital status, genetic information, national origin, status as an individual with a disability, military or veteran status, or any other basis protected by federal, state, or local law.

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