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Sales Development Representative - UK at Venafi
United States of America

There are 2 actors on a network, people and machines. People use usernames and passwords to identify and get access to machines. Machines use keys and certificates to identify and get access each other. Venafi is the inventor of the technology that secures and protects keys and certificates, the most important assets of Global 5000 companies. We are Warriors!
Are you passionate about making a positive impact and protecting the world from cyber criminals? If so, you may be a natural Venafi Warrior!

How you’ll be protecting the world:

Due to our rapid growth, we are seeking an SDR to join our energetic and collaborative Sales Development team to generate qualified prospects for our UK sales team.

Success in the SDR role requires a hunter-mentality with significant time on the phone following up on leads generated from marketing programs, as well as independent prospecting into large named accounts.  You will work cross-functionally with marketing and field sales teams across the United Kingdom region to generate demand and pipeline for the Venafi solution.  This role requires a smart, energetic, resilient results-driven individual who has the desire and ability to become familiar with a wide range of concepts, market trends and effective demand generation techniques within the Machine Identify Protection space.

Compensation is a competitive base salary plus performance-based monthly commission.

Responsibilities include: 

  • Research target/named accounts prior to first contact to understand the prospect’s needs and educate the prospects on the benefits of the Venafi platform.
  • Be responsible for educating prospects on the Venafi story and nurture them until they are qualified and ready to talk/meet with an Account Executive.
  • Set appointments for the UK sales team when a prospect fulfills the qualified stage criteria
  • Ensure successful follow through of sales cycle by maintaining accurate activity and lead qualification information within Salesforce.com
  • Work closely with marketing to support successful outbound campaigns
  • Drive attendance for webinars and set pre-scheduled meetings for conferences/events
  • Occasional event support to engage with prospects face-to-face
  • Collaborate with sales and marketing team members on strategic sales approach
  • Make and achieve a set number of calls and emails to prospects on a daily basis

The ideal Venafi Warrior will be armed with:

  • University degree and minimum 2-5 years’ work experience with prior success in sales or business development for B2B IT security software company
  • Experience in outbound cold-calling, targeting multiple levels of contacts including executive management
  • Excellent lead follow-up skills responding to and qualifying leads from marketing generated campaigns and incoming phone and web inquiries
  • Superior pre-call planning, opportunity qualification and objection handling skills
  • Aptitude to manage numerous requests and time demands concurrently, while achieving your objectives and goals
  • Drive, passion and competitiveness with strong desire to compete and win
  • Extremely self-motivated and independent with a diligent work ethic
  • High level of integrity and strong commitment to building a successful company
  • Fearlessness/Resilient– willing to call new people daily to educate and explain the Venafi value proposition as it relates to each individual you speak with
  • The courage to challenge the status quo when logic and reason require it
  • 100% reliable and detailed-oriented - a drive to execute flawlessly
  • Ability to work independently as well as part of a team in a fast-paced environment
  • Knowledge and experience of the SFDC CRM system
  • Ability and willingness to travel to the US twice a year, and some limited travel across the UK and DACH region
  • Excellent references from prior employers, verifying targets and quota achievement.