Sales Development Representative

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. Rapid7 is a hybrid work environment with an expectation of three days in the office and two days remote for applicants in or around Metro Boston, MA.

The Sales Development team sets the stage for the customer experience through prospect-centric engagement with cybersecurity team members and leaders. Serving as key contributors to Rapid7’s growth, team members create high-quality pipeline while developing as future Account Executives.

As a Sales Development Representative, your primary responsibility will be to perform business development activities at the top of the sales funnel to identify, qualify, and generate pipeline. Specifically, your focus will be to:

• Establish, research, and engage enterprise and mid-market level prospects within your assigned territory.
• Maintain accountability for daily and weekly activity targets across email, phone, and Linked In messaging.
• Conduct qualifying conversations in partnership with Account Executives to create a target number of opportunities per quarter.
• Manage a portfolio of prospects in Salesforce and set up nurturing sequences in Salesloft to generate active engagement.
• Collaborate cross-functionally with Marketing to intensify inbound leads and outbound prospecting efforts.
• Deliver Rapid7’s portfolio value proposition using a consultative approach that addresses prospect challenges.
• Serve as the territory expert by understanding key players, market trends, opportunities, and potential roadblocks.
• Partner with Account Executives to determine account penetration strategies and manage the funnel until opportunity handoff.

• Demonstrate persistent contact and follow-up strategies through phone, email, and Linked In for warm and cold leads.
• Create impactful, tailored content in email correspondence with key decision-makers across prospect organizations.
• Hold self accountable for driving daily activity goals and pipeline milestones to meet quarterly commitments.
• Eagerly navigate change and ambiguity while adapting prospecting techniques to evolving market trends and buyer behaviors.
• Communicate in a clear, persuasive manner that conveys Rapid7's value proposition and fosters prospect engagement.
• Build cross-functional collaboration with Marketing and Account Executives to optimize lead flow and account strategy.
• Apply self-awareness and resilience to handle set-backs, learn from rejection, and continuously adapt outreach approaches.
• Leverage customer-facing experience or sales education to engage prospects consultatively over the phone and face-to-face.
• Demonstrate enthusiasm for cybersecurity technology and building a long-term career in sales or account management.
• Possess familiarity with SaaS solutions and modern sales tools such as Salesforce, Linked In Sales Navigator, Salesloft, or Gong.
• Embody our core values to foster a culture of excellence that drives meaningful impact and collective success.

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.

Rapid7, Inc. is committed to fair and equitable compensation practices. A candidate’s salary is determined by various factors including,…