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TITLE

 

Sales Development Representative (SLED)

COMPANY

 

Exabeam

LOCATION

 

United States of America

Description

Exabeam is the Smarter SIEM™ company. We help security operations and insider threat teams work smarter, allowing them to detect, investigate and respond to cyberattacks in 51 percent less time. Security organizations no longer have to live with excessive logging fees, missed distributed attacks and unknown threats, or manual investigations and remediation. With the modular Exabeam Security Management Platform, analysts can collect unlimited log data, use behavioral analytics to detect attacks, and automate incident response, both on-premise or in the cloud. Exabeam Smart Timelines, sequences of user and device behavior created using machine learning, further reduce the time and specialization required to detect attacker tactics, techniques and procedures.
 
Position Overview
 
The Sales Development Representative position provides a high-level of impact to drive lead generation, navigate prospect organizations, and identify and create new qualified sales opportunities. This high impact role will help organizations use Security Management Platform to proactively protect their business.
 

Responsibilities:

    • Work together with the Sales Director to build sales pipeline in the SLED (State/Local Government and Education) sector, identifying and qualifying target accounts/prospects
    • Schedule and attend Initial Prospect Meetings and handoff prospect(s) to Sales Team
    • Build targeted prospect lists and follow up on Marketing campaigns
    • Research accounts, identify key players, generate interest, and develop accounts
    • Understand the Exabeam Security Management Platform well enough to provide high level introduction
    • Provide in depth information to the Sales team to enable the most qualified and productive demos
    • Log, track, and maintain prospecting activity in Outreach
    • Maintain all contacts/opportunities, and record all progress in Salesforce
    • Leverage taught sales techniques to overcome objections and maximize customer interactions
    • Travel 2x Quarter to support regional Conferences/Events
    • Help as needed to build awareness on special projects/events
    • Provide appropriate feedback to ensure continuous process optimization

90-day Timeline for Success:

      • Month 1:
      • Guided training to comfortably and effectively deliver Exabeam’s value proposition
      • Understand targeted prospect needs and how Exabeam can solve their problems
      • Go through territory analysis and account planning with RSDs and have regular cadence with them established
 
      • Month 2:
      • In addition to 50% quota ramp-up, you should be actively prospecting target accounts and learned all internal processes
 
    • Month 3:
    • At 100% quota, you are moving full-speed ahead and helping new SDRs as they come onboard

Requirements:

    • SLED industry experience highly preferred
    • 6+ months of lead/sales/business development experience with SaaS product/software
    • Ability to manage time effectively and work independently from our office in San Mateo
    • Self-motivated, proactive, and independent thinker with high energy/positive attitude
    • Excellent communication, interpersonal, and organizational skills. You should be a strong writer, speaker, and listener
    • Ability to prioritize work assignments and shift work efforts based on the needs of the department or business goals
    • An obsession with prospect happiness - set the stage for effective sales follow-up
    • Fearlessness - willing to hop on the phone with new people every single day and explain Exabeam’s value proposition as it relates to each individual you speak with
    • Strong technical aptitude and ability to align solutions with overall business strategy for customers in a range of roles from technical champions to C-level business buyers
    • Prior track record of achievement in positions with significant accountability
    • Ability to thrive in fast-paced startup environment
    • The courage to challenge the status quo when logic and reason require it
    • The intellectual horsepower to become a guide on Exabeam in a matter of weeks, and the curiosity to keep learning about all its intricacies for years to come
    • Sales training, Salesforce.com, Outreach, and ZoomInfo/DiscoverOrg experience a plus
    • BA/BS degree from an accredited institution preferred
Exabeam is privately funded by Lightspeed Venture Partners, Cisco Investments, Norwest Venture Partners, Acrew Capital, Icon Ventures, and investor Shlomo Kramer. For more information visit https://www.exabeam.com or follow us on LinkedIn and Twitter.

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