Sales Development Representative

About the Role

Elastio is a fast-growing cybersecurity company focused on stopping ransomware and helping organizations recover with confidence. This is a full-time, permanent sales position and an opportunity to build a career in technology and cybersecurity sales. You don't need to come in knowing everything about cybersecurity. We'll teach you the technology, the market, and how to sell it. What we need from you is curiosity, resilience, work ethic, and a willingness to be coached.

Location: Boston, Massachusetts area. This is primarily an in-office position.

The Role

As a Sales Development Representative, your job is to create new sales opportunities for Elastio. You'll research companies that fit our target market, identify the right security and IT leaders within those organizations, and engage them through phone, email, and LinkedIn. Your objective is to start conversations, understand whether there is a real business problem Elastio can solve, and turn qualified conversations into meetings and opportunities for our sales team. You'll work directly with experienced sales and company leadership, receiving ongoing coaching on prospecting, messaging, qualification, cybersecurity, and enterprise technology sales.

Key Responsibilities

• Research target companies and identify security, infrastructure, IT, and data-protection decision makers
• Build and continuously improve targeted prospect lists
• Prospect through cold calling, email, LinkedIn, and other outbound channels
• Start conversations with prospective customers and understand their security and ransomware-resilience challenges
• Qualify prospects against Elastio's Ideal Customer Profile
• Schedule qualified meetings between prospects and Elastio Account Executives
• Work with Account Executives to turn qualified meetings into sales opportunities and pipeline
• Learn to clearly articulate Elastio's differentiation and value proposition
• Test messaging and provide feedback on what resonates with different buyers and industries
• Maintain accurate prospect, activity, meeting, and opportunity information in our CRM
• Participate in regular call reviews, coaching, and sales training
• Continuously improve your prospecting, communication, and sales skills

How Success Will Be Measured

Performance will be measured primarily around:

• Qualified meetings held: Target of approximately 10 per month
• Sales-accepted opportunities: Approximately 6-8 per month
• Pipeline created: Qualified pipeline generated from your outbound activity
• ICP focus: Percentage of outreach and meetings within Elastio's defined target market
• Conversion: Prospect conversations to meetings to accepted opportunities
• Pipeline progression: Quality of opportunities created and how successfully they advance
• Prospecting discipline: Consistent phone, email, and LinkedIn outreach
• CRM discipline: Accurate and timely account, contact, and activity information

Qualifications

We're less interested in a perfect resume than we are in finding people with the right attributes. You should be:

• Driven: You set high expectations for yourself and want to improve
• Competitive: You like having a number and working to beat it
• Resilient: Rejection doesn't discourage you
• Curious: You want to understand how technology works and why customers buy
• Coachable: You actively seek feedback and put it into practice
• Collaborative: You want to win individually but also want your team to win
• Comfortable communicating: You're willing to pick up the phone and speak with senior business and technology professionals
• Accountable: You take ownership of your results
• Entrepreneurial: You're comfortable working in a company where the playbook is still being written

A bachelor's degree is preferred. Prior technology or cybersecurity sales experience is helpful but not required. We're willing to invest in people who demonstrate the ability and determination to learn.

Requirements & Tech Stack

• CRM (for maintaining prospect, activity, meeting, and opportunity information)
• Phone, email, and LinkedIn (for prospecting)

Compensation

• Base salary: $60,000-$65,000
• Competitive uncapped commission plan
• Target total compensation based on achieving quota
• Benefits package
• Paid sales and cybersecurity training

Top performers will have the opportunity to earn above target compensation.

Career Growth

The SDR position is viewed as the beginning of a sales career. You'll receive regular coaching from Elastio sales leadership and exposure to real customer conversations, sales strategy, and deal execution. For high-performing SDRs, there will be a defined path toward an Account Executive position and increasing responsibility within the Elastio sales organization.