Sales Development Representative

Black Duck Software, Inc. helps organizations build secure, high-quality software, minimizing risks while maximizing speed and productivity. Black Duck, a recognized pioneer in application security, provides SAST, SCA, and DAST solutions that enable teams to quickly find and fix vulnerabilities and defects in proprietary code, open source components, and application behavior. With a combination of industry-leading tools, services, and expertise, only Black Duck helps organizations maximize security and quality in Dev Sec Ops  and throughout the software development life cycle.

We’re looking for an ambitious and driven Sales Development Representative (SDR) to join our team at Black Duck. This is a pipeline-generation role at the heart of our sales organisation. You’ll be responsible for identifying and developing opportunities across both new prospective customers and our existing customer base, creating high-quality pipeline for our sales teams. You’ll combine proactive outbound prospecting with the qualification of inbound interest, engaging potential customers through phone, email, Linked In and other channels.

You’ll work closely with Account Executives, Account Managers and Marketing to identify the right organisations and people to engage, understand their challenges, and turn those conversations into qualified sales opportunities. At Black Duck, SDRs play a key role in building pipeline by qualifying inbound leads and prospecting outbound in partnership with Sales.

• Generate qualified sales pipeline across new logo and existing customer accounts.
• Proactively prospect into target organisations through phone, email, Linked In and creative outbound approaches.
• Research accounts to identify key stakeholders, decision-makers and potential business opportunities.
• Follow up and qualify inbound leads generated through marketing campaigns and other channels.
• Uncover customer challenges, priorities and potential areas where Black Duck can add value.
• Partner closely with Account Executives and Account Managers to develop account strategies and identify new opportunities.
• Nurture prospects and contacts until they are ready to progress into a qualified sales opportunity.
• Maintain accurate and up-to-date activity and opportunity information within our CRM.
• Work towards clear pipeline-generation targets, with your success and incentive directly linked to the opportunities you create.

• We’re less interested in whether you’ve already worked in cybersecurity and more interested in whether you have the mindset and potential to succeed in sales.
• Some previous sales or customer-facing commercial experience.
• This could come from B2B sales, recruitment, telesales, business development, retail, hospitality or another target-driven environment.
• A confident, outgoing personality and the ability to build rapport with different people.
• A self-starter mentality with the motivation to create opportunities rather than wait for them to come to you.
• Resilience and persistence.
• You’re comfortable hearing “no” and picking up the phone again.
• Strong organisation and an ability to manage multiple accounts, prospects and follow-ups.
• A naturally curious approach and willingness to ask good questions.
• A coachable mindset and genuine desire to learn, develop and improve.
• A competitive, goal-orientated attitude and motivation to achieve and exceed targets.
• Clear written and verbal communication skills.

Black Duck is a leader in application security, helping organisations around the world manage the risks associated with the software they build and use. You’ll be joining an experienced sales organisation where you can learn…