Sales Development Representative I

About the Role

Sumo Logic helps security and operations teams by turning data into action with an AI-powered SIEM and log analytics platform. As a Sales Development Representative (SDR), you will initiate conversations with security and cloud operations leaders and practitioners to understand their challenges and demonstrate how Sumo Logic can help. You will qualify opportunities and hand them off to account executives, building a foundation for a successful sales career.

Key Responsibilities

• Write concise, relevant outreach messages.
• Lead discovery calls with confidence.
• Present Sumo Logic’s value proposition clearly.
• Target personas such as a SOC analyst, a cloud engineer, or a CISO, adapting your message to each.
• Explain technical ideas clearly to build trust across various communication channels (calls, email, video).
• Research target accounts and identify key contacts in security, IT, and cloud operations.
• Focus: 80% Outbound / 20% Inbound.
• Run outbound campaigns via email, phone, LinkedIn, and events.
• Collaborate with Sales Account Executives (AEs) to support opportunity progression.
• Respond promptly to inbound leads and qualify them based on fit, need, and timing.
• Book meetings and deliver well-documented opportunities to account executives.
• Record all activities in Salesforce and your sales engagement tools.
• Partner with marketing, account executives, and sales engineers on account plans and campaigns.
• Share buyer insights to refine messaging.
• Listen first, asking thoughtful questions to understand team challenges.
• Surface real issues such as alert fatigue, tool sprawl, slow investigations, and rising costs.
• Connect identified challenges to how Sumo Logic provides solutions.
• Capture and hand off learnings cleanly for seamless handoffs.

Requirements & Tech Stack

• Ability to write clear, concise outreach and conduct effective phone conversations.
• Curiosity about security, cloud, and data. A base level of technical knowledge is preferred.
• Resilience and openness to coaching.
• Organization and discipline to follow processes.
• Comfort with CRM and sales tools such as Salesforce, Outreach, Salesloft, ZoomInfo, or similar.
• Familiarity with SIEM, observability, or cybersecurity concepts is preferred.
• Prior B2B SaaS experience is preferred.

Qualifications

• [0–2] years in sales, customer-facing, or business development roles. Related experience in retail, hospitality, military, and support roles within and outside the technology industry counts.

Growth at Sumo Logic

• Build fluency in SIEM, observability, and the Sumo Logic platform.
• Sharpen skills in account research, outreach prioritization, and approach refinement using data and feedback.
• Participate in structured onboarding covering the platform, buyers, and security fundamentals.
• Receive weekly coaching, call reviews, and follow a clear promotion path.
• Typical progression: SDR, senior SDR or team lead, then account executive in [12–18] months, based on performance.
• Access to Sumo Logic training and certifications.

How We Work

• This is a hybrid role based in Austin, TX with 3 days a week in office.
• Occasional travel may be required for events, team gatherings, and trainings. All travel must be approved in advance by your manager.
• Work alongside a collaborative team that values curiosity, accountability, and real customer connection.

Why Sumo Logic

• Sell a product that helps teams stop threats and fix outages faster.
• Work with colleagues who are dedicated to the mission and each other.
• The market is trending towards solutions like Sumo Logic, driven by AI advancements and increasing data volumes.
• Your conversations will focus on customer needs and solutions for critical business problems.
• Build a career with opportunities to develop skills in discovery, listening, presenting, and objection handling, with clear paths to AE, sales engineering, or leadership roles.
• Join a team that emphasizes coaching, collaboration, and personal growth.