Sales Development Representative, Mid-Market

Elastio is a fast-growing cybersecurity company focused on stopping ransomware and helping organizations recover with confidence. Our technology looks directly at the data to identify signs of active attacks, ransomware encryption, and other threats that traditional security and backup tools may miss. Our platform combines agentic AI investigation and deep data inspection to detect active attackers, uncover indicators of compromise, and establish clean recovery points before recovery is needed.

We built our business working with some of the world's largest enterprises. Now we're expanding into the mid-market, and we're looking for two competitive, curious, and highly motivated people to help us build that business.

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.

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 Linked In.

Your objective isn't simply to make calls or send emails. It's 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.

The playbook is still being built. You'll be expected to learn what works, contribute ideas, and help us make it better.

Gainesville, VA area. This is primarily an in-office position. One advantage: the commute generally runs against traffic in both directions.

• 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, Linked In, 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

We care about activity, but we care more about outcomes. Once fully ramped, 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 Linked In outreach
• CRM discipline:
  Accurate and timely account, contact, and activity information

Activity metrics such as calls, emails, and contacts created will be monitored as leading indicators, but success is not simply about hitting an activity number. The goal is to create quality conversations and pipeline.

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
• 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…