Sales Development Representative

Darktrace; Phoenix (AZ); Hybrid; USD 45,000 - 65,000; Full time

Job summary

Darktrace is seeking smart, coachable and ambitious teammates to join our Sales Development Academy. In this hybrid role, you will attend courses on cyber security basics, Cold Calling 101, and Sales Development 101, building the skills to grow Darktrace’s business.

You’ll reach out to potential new customers, pitch our cyber security solutions, qualify opportunities, and set direct meetings for Account Executives while consistently hitting quarterly KPIs.

Qualifications

• Strong execution of sales plays.
• Confident and well versed in cold calling; handle objections well.
• Ability to analyze and map territories using account data.
• Create Territory Plans and manage weekly execution.
• Proficient with sales tools (CRM/ engagement platforms).
• Build relationships with collaborating teams; drive adoption of new initiatives.

Responsibilities

• Engaging with new prospective customers and representing Darktrace across your region.
• Identify decision makers and qualify new business opportunities via cold calling and events.
• Articulate Darktrace's value proposition to improve information security.
• Develop trust with senior executives through knowledge and professionalism.
• Meet targets and support campaigns with Marketing and Sales.
• Maintain quality relationships with managers and Account Executives.

Skills

Sales plays

Cold calling

Territory mapping

Account data analysis

Territory planning

Sales tools

Relationship building

Team leadership

Tools

Salesforce

Salesloft

ZoomInfo

LinkedIn Sales Navigator

Job description

Darktrace is a global leader in AI-driven cybersecurity, helping organizations stay ahead of evolving threats every day.

Darktrace was built on a genuinely differentiated idea: that Adaptive AI could detect and respond to novel, real-time cyber threats. That approach matters more than ever in the era of AI. Today, our customers depend on us to stay ahead.

At Darktrace, we are energized by that responsibility. We work across teams and rally around a shared goal. We own outcomes end to end - step in, step up and see things through without waiting to be asked. We make decisions with urgency, say the hard thing, and hold each other to high standards with care and directness. We move first and learn fast anticipating where our customers are going next, continuously challenging ourselves.

We invest in the skills, learning and opportunities that help people deliver at the level their roles demand, and reward the aptitude and curiosity to grow beyond them.

Our Values: Own It | Win as One | Raise Our Bar | Move First. Learn Fast

The Role

In support of our continued growth, Darktrace is looking for smart, coachable and ambitious teammates to join our Sales Development Academy. In this role, you will attend courses to learn cyber security 101, Cold Calling 101, and Sales Development 101, helping you establish the skills needed to grow Darktrace’s business. You’ll be reaching out to potential new customers, pitching Darktrace as a solution to their cyber security needs. This is a hybrid position (50% in office / 50% remote).

Key Duties & Responsibilities:

• Engaging with new prospective customers and representing Darktrace across your region, identifying all potential business opportunities.
• Identifying key decision makers whilst developing and qualifying new business opportunities within the targeted markets through cold calling, event recruitment and high-level prospecting.
• Articulating the value proposition and helping the customer understand how it will improve their business’s information security.
• Earning trust and developing relationships with senior executives by displaying knowledge, professionalism and relevance to business issues.
• Meeting set targets and working closely with Marketing and Sales by methodically working on and following up on a variety of sales campaigns.
• Maintaining quality relationships with your manager and external customer-facing Account Executives to support new business growth.
• Consistently achieving quarterly and annual KPIs.
• Booking direct one-to-one meetings at customers’ sites and at trade shows.
• Writing succinct emails to highlight the capabilities of our offering.

Qualifications & Experience:

• Strong execution of sales plays.
• Confident and well versed in cold calling. Ability to pivot and handle objections well.
• Ability to analyze and use account data to strategically map territories.
• Create Territory Plans and manage weekly execution.
• Consistent use of creative channels and research.
• Master on all sales tools and features (Salesforce, Salesloft, Zoominfo, LinkedIn Sales Navigator)
• Ability to build strong relationships with collaborating teams.
• Visible leader of the team, helping drive adoption of new initiatives and motivating others.