Enterprise Sales Development Representative

About DelineaDelinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s cloud-native Identity Security Platform applies context throughout the identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you’re ready to push boundaries and challenge the status quo in security, we want to hear from you.Apply today to help us achieve our mission.Company OverviewDelinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We simplify security by eliminating complexity and defining the boundaries of access to reduce risk and ensure compliance. Delinea empowers thousands of customers worldwide, including over half of the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies.Enterprise Sales Development Representative SummaryThe Enterprise Sales Development Representative (E-SDR) at Delinea is a full-time, salaried hybrid position. This role serves as a vital connection between our Sales and Marketing teams, focusing on generating and qualifying leads to create business opportunities in the Enterprise space and hunting for net new Opps. The Enterprise SDR is responsible for initiating communication with potential customers, understanding their needs, and setting the stage for a successful sales process.What You’ll DoProspecting and Lead Generation: Proactively reach out to potential customers through phone (80%), email, and LinkedIn to identify and qualify new business opportunities.Lead Qualification: Process and qualify inbound leads to generate sales opportunities, ensuring alignment with Delinea's sales goals.Hunting: Prospecting and finding net new opportunities in white space accounts in the Large Enterprise and Strategic Accounts.Pipeline Development: Execute a minimum of 50+ outbound activities daily, including calls and emails, to build and maintain a strong pipeline of qualified leads.Research and Relationship Building: Conduct thorough research to gather account intelligence, identify key stakeholders, and build relationships with IT decision-makers.Collaboration: Partner with the Sales team to develop and refine go-to-market strategies, ensure seamless handoff of qualified leads, work with Partners within territory on account mapping and planning to open opportunities, and collaborate with Marketing on region events to drive attendance.Learning and Development: Continuously enhance your knowledge of Delinea’s product offerings and the cybersecurity industry through internal e-learning platforms.Data Management: Keep accurate records of all sales activities in CRM tools (Salesforce) and Prospect Engagement systems (SalesLoft) to monitor progress and success.Alignment: Work with assigned QCRs, help with territory plans, identify top accounts within the region, and support onboarding and development of new hires by allowing them to shadow day-to-day activity.What You’ll BringEducational Background: Bachelor’s degree or equivalent practical experience. Minimum of 1+ year of experience in an SDR role.Communication Skills: Strong verbal and written communication skills with the ability to effectively engage with decision-makers.Drive and Motivation: A strong desire to learn and grow in a sales role, with a goal-oriented and data-driven mindset.Technological Proficiency: Experience with CRM tools like Salesforce. Background with Zoominfo, 6Sense, Hubspot preferable.You’ll Stand Out If You HaveIndustry Knowledge: Exposure to technology sales, customer service, or a related field through internships or work experience.Sales Techniques: Familiarity with sales approaches such as cold calling, personalized messaging, or pipeline management.Adaptability: An eagerness to quickly learn and apply new concepts, especially in a dynamic, technology-driven environment.Why work at Delinea?We’re passionate problem-solvers helping the world’s largest organizations protect what matters most: their human and machine identities.We invest in people wh