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Enterprise Business Development Rep, EMEA



Shape Security



London, GB


The Enterprise Business Development Representative is responsible for identifying and creating new sales accepted leads (SAL) and sales qualified opportunities (SQL) within target Enterprise accounts and territories.
This role manages both inbound and outbound campaigns to individuals within their assigned territory, and in support of the Sales Organization, through diligent prospecting, follow-up and articulation of the Shape Security value proposition.


    • Work with management and field reps to identify net-new prospects within targeted accounts
    • Research and identify prospect’s driving force and potential pain pointsFollow-up according to touch schedule and execute corresponding tasks
    • Create SAL when next step is agreed upon
    • Follow-up and confirm SALs occur as scheduled
    • Support and follow-up on Marketing qualified leads (MQL) and create SAL as necessary
    • Keep Salesforce data as accurate as possible, keeping lead status, contact, and campaign information up to date
    • Achieve, and exceed, SAL and SQL metrics
    • Contribute to the outbound strategies utilized at Shape Security to create market interest 60% outbound focus, 20% inbound focus, 15% strategic planning, 5% miscellaneous administrative tasks


    • Proven track record as a top-flight SDR, utilizing standard and creative techniques to grab prospect’s attention
    • Bachelor’s degree or equivalent experience in a consultative sales environment
    • Ability to prioritize urgent campaigns while keeping day-to-day responsibilities moving
    • Ability to articulate plan of action discussed with management and sales representatives
    • Ability to execute said plan of action leveraging current tech stack. Mainly Salesforce, LinkedIn, and DiscoverOrg
    • Handles objections over phone and in writing quickly and accurately.
    • Comfortable with “moving target.” Understands techniques and approach change in the market and we must adjust as well
    • Ability to work as a team, with an understanding that individual performance and achievement will be celebrated
    • Internally motivated. Out to win at everything.
    • Must have permission to work in London. Shape does not sponsor work permits. 

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