Senior Sales Development Representative (Sydney/Melbourne - Remote)

High-level Responsibilities:

1. #### Get qualified prospects to join an Abnormal security solution demo to a defined territory with the goal of the prospect taking next steps with an AE.
2. #### Work marketing leads (>3.5k mailbox organizations) from initial out reach to scheduling to having them join a web meeting with an AE.
3. #### Prospect and generate new business opportunities with enterprise accounts (>3.5k mailbox organizations) to supply enough pipeline for them to hit sales targets.
4. #### Work Closely with Marketing channel and Demand Gen to ensure all inbounds leads are being followed up on timely and correctly i.e. correct templates are being used for the correct campaign and SLA’s are being met
5. #### Meeting and exceeding all Quota targets and any KPI or OKR are being met as well

Day-to-day Responsibilities:

• Build pipeline by balancing five sources of lead generation:

  • #### SDR Sourced: Prospect into Enterprise accounts (>3.5k mailbox organizations) within their territory using cold-calling, targeted emails and Social Media (Linkedin).
  • #### Marketing: Follow-up in a timely fashion on marketing-driven leads including going to events and following up with prospects, responding to inbound leads, and working closely with your AE.
  • #### Work with your AE on targeted lists and roles / responsibilities.

• Conduct cold calls/emails to uncover prospect pain points and needs. Sale the meeting to the prospect based on the value Abnormal has to offer.

• Work alongside sales engineering, AE’s and other adjacent roles to help learn and understand the product and founders to demonstrate and communicate Abnormal value proposition to prospects for objection handling.

• Work with Multiple databases to help prospect, create opportunities and company pipeline, Salesforce, Outreach.io, Orum and Google email and docs. Others as needed as well.

• Ability to work in a very fast pace environment and to be able to shift gears quickly with process, territory and other company changes as needed.

• Conduct yourself in a professional manner at all times and act as the face of the company as many prospects are not aware of who Abnormal Security it and as a BDR you are the first person prospects/customers talk to or communicate with.

• Meet and exceed quota attainment, OKR’s, and KPI’s that are set in place

• Strategic prospecting and work with your AE to uncover opportunities with your Rep top 100 and their 5x5 plan.

• Be a team player

Ideal candidate:

• #### Enterprise Account Hunter: Demonstrated 1+ years of enterprise prospecting
• #### Skill in objection handling, able to speak intelligently to C-level, Director, and other professionals in the tech space on the value proposition of Abnormal Security/.
• #### Proven performer with consistent over quota performance
• #### Technically competent: Conversant in key areas: security, email, cloud, AI, etc.
• #### Cyber-security Software sales: Experience selling subscription software/SaaS to CISOs and security personnel
• #### Start-up experience: Success at a company that was early stage, underdog or was a new entrant with large competitors or similar
• #### BS/BA degree or equivalent work experience

Skill set:

• #### Ability to hunt: disciplined approach to early pipeline development. Comfortable and have demonstrated ability to prospect into enterprise accounts with the ability to leverage/ balance 3 pillars of demand generation: Self-Sourced, Marketing/ Demand Gen and referrals.
• #### Good prospect motivator/ qualifier: Ability to uncover / discover customer problems pains and tie the value of meeting with Abnormal Security
• #### Disciplined in sales methodology / time management: Ability to systematically execute a disciplined work flow that can be repeated in parallel without sacrificing quality
• #### Grit; ability to find success in an early-stage environment without all the resources/teams available to much larger organizations
• #### Good understanding of how to leverage other departments including SDR team, Marketing, AE, and COI’s