What are the responsibilities and job description for the Sales Development Representative (SDR) position at Descope?
The Descope team is looking to bring on a NEW Sales Development Representative (SDR) to join our team! This role will be critical in developing our top of funnel pipeline across our U.S. enterprise segment, which is one of our biggest goals as a company. We are looking for strategic SDRs that will leverage new technology, work cross-functionally, and hyper focus on building out our pipeline generation program.
You’ll be working in a fast-paced environment. Our mission is ambitious and we intend to have fun along the way to achieving it. You can expect to meet high-energy folks that are stimulated by solving big problems. And this role will arguably have one of the most challenging yet rewarding problems to solve – creating a consistent top-of-funnel motion. If this excites and energizes you then let’s chat!
Who we are
The Descope CIAM platform helps organizations easily create and customize their entire user journeys (authentication, authorization, MFA, identity management) using no / low code workflows. Descope has raised $53M in seed funding led by Lightspeed and GGV Capital, with participation from several other investors and notable individual investors such as George Kurtz (CEO, CrowdStrike), Bipul Sinha (CEO, Rubrik), John Thompson (Board Director, Microsoft), and Assaf Rappaport (CEO, Wiz).
What You’ll Be Doing:
- Become a Student of Authentication: You should be curious about your prospect’s business and challenges in order to create a POV (point of view).
- Be a CIAM Specialist: Over time, you’ll become knowledgeable about our category (customer identity access management), product, use cases so you can confidently discuss solutions with prospects.
- Generate Qualified Pipeline: Proactively identify and engage with future enterprise customers to generate pipeline for the Account Executive team.
- Outbound Prospecting: use different signals and research (marketing activity, social media, product usage, etc) to reach out to prospects using email, call, Linkedin.
- Inbound Nurture and Qualification: Own and manage all enterprise inbounds - educating, nurturing, and qualifying them into pipeline
- Follow up qualify enterprise MQLs ASAP by leveraging Apollo sequences and a multi-channel approach (i.e. calls via Nooks, social via Linkedin, etc)
- Maintain a consistent level of focused activity that helps bring future customers along the buyer journey - whether it’s through educating them around Descope to qualifying and setting meetings
- Organize: Because this is a high-volume role, staying organized is key. You will need to manage follow-up tasks, understand prioritizations, and juggle calendars.
- Systems: We’re a tech company, so we provide you with great technology to do your job. You will become a master of using systems like Hubspot, Apollo, Sales Navigator, Cognism and more.
- Getting Better Every Day: You will be provided great onboarding and training support. After this initial period, you should be open to continued coaching and constructive criticism.
- Cross Functional Collaboration: It’s important for you to work with other key members of our go-to-market team in order to be successful. This includes teammates from marketing, operations, engineering, and leadership.
What We're Looking For:
- Previous Experience: 6 months experience as a SDR in enterprise saas preferred
- Outcome > Optics: This is not a sit back / go through the motions role. We are looking for strategic and purposeful activity from our SDRs.
- High Agency: You believe you have control of the outcome and that you have the power to determine the result.
- Sales Skills: Experience with cold calling, handling objections, social selling, and following a sales process
- Organizational Skills: Outstanding organizational skills and time management
- Communication: Excellent verbal and written communication skills
- Grit: Ability to push through the hard times
- Adaptability: You're joining a high-growth startup, so being scrappy, focused, and proactive will help drive your success within the organization.
