The Sales Development Representative performs all business development activities within the top of the sales pipeline funnel and is responsible for identifying and qualifying leads, capturing and winning new business pursuits, and engaging in initial conversations with prospects to help achieve the annual revenue goals of the sales team. This role acts as a critical entry point for Rapid7’s customer experience and serves as a high-impact pipeline driver for the organization's long-term growth.
About the Team
The Sales Development team sets the stage for the customer experience through our prospect-centric engagement with cybersecurity team members and leaders. As part of the SDR team, you will be key contributors to Rapid7’s growth as future Account Executives and through the creation of high-quality pipeline. The Sales Development team is one of the first interactions our prospective customers have with Rapid7 and is a key driver of both their and our success. SDRs are equipped with several tools that enable them to succeed in their role, including Salesforce, Linkedin SalesNavigator, Salesloft, Gong, LeadIQ and others.
About the Role
As a Sales Development Representative, your primary responsibility will be to perform top-of-funnel business development activities to identify, qualify, and capture new business pursuits. Specifically, your focus will be to:
Establish, research, and engage enterprise and mid-market level prospects within your respective territory
Maintain accountability for daily and weekly activity KPIs including emails, calls, and LinkedIn messaging
Create a predetermined number of qualified opportunities per quarter in partnership with Account Executives
Actively manage a portfolio of prospects and contacts in Salesforce and configure nurturing activities in Salesloft
Work cross-functionally with the Marketing team to intensify inbound leads and outbound prospecting efforts
Execute comprehensive prospecting approaches including 1:1 account management, outbound campaigns, emails, and calls
Create relevant, impactful email content and deliver the Rapid7 portfolio value proposition through a consultative approach
Act as the territory expert while managing the sales funnel until the opportunity is passed to an Account Executive
The skills and qualities you’ll bring include:
Ability to utilize consistent and persistent contact and follow-up attempts through phone, email, and LinkedIn
Background creating content needed to pursue business opportunities
Professional sales experience or professional selling education
Passion for delighting customers with experience working in a customer-facing environment
Enthusiasm for technology and a long-term career in sales or account management
High level of resilience with the ability to bounce back after setbacks or failure
Tenacious, driven attitude paired with a competitive personality
Bring a structured approach to driving outcomes and holding oneself accountable to daily activity KPIs
Bring an ability to communicate in a clear manner that conveys objectives and rationale to enterprise prospects
Bring a collaborative mindset to build networks and work across boundaries with Marketing and Account Executives
Experience or familiarity within the SaaS solution space and the cybersecurity industry
Embody our core values to foster a culture of excellence that drives meaningful impact and collective success
We know that the best ideas and solutions come from multi-dimensional teams. That’s because these teams reflect a variety of backgrounds and professional experiences. If you are excited about this role and feel your experience can make an impact, please don’t be shy - apply today.
About Rapid7
At Rapid7, our vision is to create a secure digital world for our customers, our industry, and our communities. We do this by harnessing our collective expertise and passion to challenge what’s possible and drive extraordinary impact. We’re building a dynamic and collaborative workplace where new ideas are welcome.
Protecting 11,500+ customers against bad actors and threats means we’re continuing to push the envelope just like we’ ve been doing for the past 20 years. If you ’re ready to solve some of the toughest challenges in cybersecurity, we’re ready to help you take command of your career. Join us.
All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, age, national origin, disability, protected veteran status or any other status protected by applicable national, federal, state or local law.
