Sales Development Representative

Bulletproof, a GLI Company; Waltham (MA); On-site; USD 60,000 - 80,000; Full time

Benefits offered by this job

Competitive base compensation

Comprehensive medical, dental, and vision benefits

401K match

Annual bonuses

Continuous education and professional development opportunities

Job summary

Bulletproof, a GLI Company, seeks a Sales Development Representative to drive pipeline growth for Managed IT and Security Services. This role requires 3+ years in B2B sales, strong communication skills, and an ability to identify customer needs. Bulletproof offers competitive compensation, medical benefits, and a clear career path to Account Executive. Join a diverse team focused on impactful solutions across the IT sector.

Qualifications

• 3+ years of experience in a business-to-business sales or sales development role.
• 5+ years of experience in B2B sales development with a demonstrated record of success.
• Understanding of Microsoft technologies is required.
• Strong communication, listening, and relationship-building skills.

Responsibilities

• Meet or exceed monthly and quarterly activity and pipeline creation targets.
• Conduct structured discovery conversations to identify prospect pain points.
• Align outreach strategies with sales and marketing teams.
• Manage leads and opportunities effectively within the CRM.

Skills

B2B sales experience

Communication skills

Relationship-building skills

Organizational skills

Interest in MSP/MSSP environments

Education

Degree or Diploma in Business, Marketing, Technology, or related field

Tools

CRM software

Sales engagement tools (e.g., Outreach, LinkedIn Sales Navigator)

Job description

Who We Are

Bulletproof is an award‑winning IT, security, and compliance partner helping organizations operate with confidence. For more than 20 years, we’ve supported public and private sector organizations across North America and beyond with innovative, Microsoft‑powered solutions that reduce risk, modernize environments, and drive real business outcomes.

What sets us apart is our ability to deliver from strategy to execution. Customers choose Bulletproof as their one partner across IT, security, compliance, and managed services—from 24/7 SOC operations and managed IT to cloud transformation, governance, and professional services. Our impact is global, our work is industry‑recognized, and our focus is practical, flexible solutions that work in the real world. At Bulletproof, technology matters but people come first. Our vision is to serve, secure, and empower the world through people and technology, one customer at a time.

What We Have To Offer

• Challenging Work – We love solving highly complex problems. Across our teams and in all roles, every employee is empowered to bring their best ideas forward and to tackle the problems they’re passionate about.
• Great People – We are stronger together when we are open, honest, and authentic. Every person is valued and plays an important role in our shared success.
• Global Impact – As a global team spanning continents, boundaries, and cultures, we’re inspired daily by the impact our work has on colleagues, customers, communities, and the world.
• Diversity, Equity, and Inclusion – We celebrate our differences, continuously strive for equality, and recognize that inclusion strengthens us as individuals, as a company, and as a global citizen.

Position Overview

Reporting to the Director of Business Development, the Sales Development Representative (SDR) plays a critical role in driving pipeline growth for Bulletproof’s Managed IT Services (MSP) and Managed Security Services (MSSP) portfolio. The SDR identifies, engages, and qualifies net‑new customer opportunities across defined geographies and verticals, emphasizing security, networking, infrastructure, and Microsoft‑centric solutions.

This role works closely with Marketing, Sales, and Solution Architecture to convert inbound demand and outbound prospecting efforts into sales‑qualified meetings (SQMs). The SDR acts as the first trusted advisor to prospective clients—uncovering business, technology, and security challenges while educating buyers on Bulletproof’s differentiated services and solutions.

Career Path Opportunity: This position is designed as a growth role with a clear progression into a full‑time Account Executive (AE) position. High‑performing SDRs will have the opportunity to advance into an AE role focused on Security, Networking, and Infrastructure product and service sales, owning full‑cycle opportunities and strategic customer and partner relationships.

Key Responsibilities

Pipeline & Opportunity Development

• Consistently meet or exceed monthly and quarterly activity, meeting, and pipeline creation targets.
• Ensure timely, professional follow‑up on inbound leads and marketing‑qualified accounts.
• Proactively source and qualify new opportunities through outbound calling, email, LinkedIn, and multi‑touch cadences.
• Build and maintain a healthy pipeline of sales‑qualified meetings aligned to defined Ideal Customer Profiles (ICP).

Discovery & Qualification

• Conduct structured discovery conversations to identify prospect pain points, business drivers, technology gaps, and security risks.
• Qualify opportunities using established sales methodologies (e.g., MEDDICC, BANT, or similar).
• Capture and document relevant account intelligence, buying signals, and qualification data in the CRM.

Sales & Marketing Alignment

• Partner closely with Account Executives, Sales Leadership, and Marketing to align outreach strategies, messaging, and target accounts.
• Execute short‑term and long‑term outbound and inbound campaigns designed to drive meeting volume and pipeline contribution.
• Leverage marketing content, case studies, and value propositions to tailor messaging by industry, role, and maturity level.

Tools, Process & Enablement

• Accurately manage leads, contacts, activities, and opportunity creation within the Company CRM.
• Effectively utilize sales engagement and data tools, including Outreach, ZoomInfo, LinkedIn Sales Navigator, and other provided platforms.
• Actively participate in team meetings, call reviews, sales training, and enablement sessions.
• Commit to continuous improvement in sales skills, product knowledge, industry trends, and buyer engagement techniques.

Qualifications & Experience

• 3+ years of experience in a business‑to‑business sales or sales development role.
• 5+ years of experience in B2B sales development with a demonstrated track record of success.
• Experience or strong interest in MSP and/or MSSP environments, including security, networking, infrastructure, and cloud services.
• Familiarity with Microsoft technologies and solutions is required.
• Strong communication, listening, and relationship‑building skills.
• Highly organized, disciplined, and comfortable working both independently and in a collaborative team environment.

Preferred

• Exposure to selling managed services, cybersecurity services, or complex technology solutions.
• Experience working with defined sales methodologies and structured qualification frameworks.
• Willingness to learn and be coached to the model of a high‑functioning Account Executive.

Personal Attributes

• Adaptable and resilient in a fast‑paced, evolving sales environment.
• Coachable, curious, and committed to continuous learning.
• Positive attitude with strong professional presence, energy, and confidence.
• Results‑driven with a strong focus on top‑of‑funnel growth and target attainment.

Education & Credentials

• Degree or Diploma in Business, Marketing, Technology, Computer Science, or a related field, or an equivalent combination of education and experience.

Physical Requirements & Working Conditions

• Ability to work at a computer for extended periods of time.
• Ability to read from paper and computer screens for extended periods.
• Ability to communicate effectively via phone and virtual collaboration tools for extended periods.
• Sufficient manual dexterity to operate a computer keyboard and standard office equipment.

What’s In It for You

• Competitive base compensation with performance‑based commission incentives.
• Comprehensive medical, dental, and vision benefits.
• 401K match.
• Annual bonuses and Service Award Bonus program.
• Continuous education, sales enablement, and professional development opportunities.
• Clearly defined career progression path from BDR to Account Executive.
• Community involvement opportunities, including paid volunteer time.
• A collaborative, growth‑oriented culture within a leading MSP/MSSP organization.

Equal Opportunity Statement

Bulletproof is committed to creating a diverse environment and is proud to be an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status. Bulletproof is also committed to compliance with all fair employment practices regarding citizenship and immigration status.