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Exabeam Sales Development Representative (Enterprise – Remote Central) in Austin, Texas

From the CISO to the analyst, Exabeam helps security teams outsmart the odds by adding intelligence to their existing security tools – including SIEMs, XDRs, cloud data lakes and hundreds of other business and security products. Out-of-the-box use case coverage delivers repeatable outcomes. Behavioral analytics allows security teams to detect compromised and malicious users that were previously difficult, or impossible, to find. And alert enhancement and automated timeline creation help overcome staff shortages by minimizing false positives and reducing the time it takes analysts to detect, triage, investigate and respond to incidents by 51 percent. For more information, visit https://www.exabeam.com

The Sales Development Representative position provides a high-level of impact to drive lead generation, navigate prospect organizations, and identify and create new qualified sales opportunities. This high impact role will help organizations use Security Management Platform to proactively protect their business.
The successful candidate will develop enterprise opportunities in the "Ohio Valley" territory.

Responsibilities:

  • Work together with Regional Sales Directors to build sales pipeline in an Enterprise territory, identifying/qualifying target accounts and prospects
  • Quickly learn and adapt to the Exabeam Sales Development Playbook
  • Schedule and attend initial prospect meetings to provide a warm handoff to Sales
  • Build targeted prospect lists and follow up on Marketing campaigns
  • Research accounts, identify key players, generate interest, and develop accounts
  • Understand the Exabeam Security Management Platform well enough to provide high level introduction
  • Provide in depth information to the Sales team to enable the most qualified and productive demos
  • Log, track, and maintain prospecting activity in Outreach
  • Maintain all contacts/opportunities, and record all progress in Salesforce
  • Leverage taught sales techniques to overcome objections and maximize customer interactions
  • Support regional and segment events as needed
  • Help as needed to build awareness on special projects/events
  • Provide appropriate feedback to ensure continuous process optimization

90-day Timeline for Success:

  • Month 1:
  • Guided onboarding and training to comfortably and effectively deliver Exabeam’s value proposition
  • Understand targeted prospect needs and how Exabeam can solve their problems
  • Account Planning with Regional Sales Directors and have regular cadence with them established

  • Month 2:
  • On a ramp quota 50%, you should be actively prospecting target accounts and ramping on all internal processes

  • Month 3:
  • At 100% quota, you are moving full-speed ahead, crushing quota, and even helping new SDRs as they come onboard

Requirements:

  • 12+ months of lead/sales/business development experience with SaaS product/software
  • Ability to manage time effectively in a remote environment
  • Remote in territory required
  • Self-motivated, proactive, and independent thinker with high energy/positive attitude
  • Excellent communication, interpersonal, and organizational skills. You should be a strong writer, speaker, and listener
  • Ability to prioritize work assignments and shift work efforts based on the needs of the team/business goals
  • An obsession with prospect happiness - set the stage for effective sales follow-up
  • Fearlessness - willing to hop on the phone with new people every single day and explain Exabeam’s value proposition as it relates to each individual you speak with
  • Strong technical aptitude and ability to align solutions with overall business strategy for customers in a range of roles from technical champions to C-level business buyers
  • Prior track record of achievement in positions with significant accountability
  • Ability to thrive in fast-paced startup environment
  • The courage to challenge the status quo when logic and reason require it
  • The intellectual horsepower to become a guide on Exabeam in a matter of weeks, and the curiosity to keep learning about all its intricacies for years to come
  • Experience in Salesforce.com, Outreach, ZoomInfo/DiscoverOrg, ConnectAndSell, G2, and LinkedIn SalesNavigator a plus
  • Experience or training in Direct Sales
  • BA/BS degree from an accredited institution preferred


Exabeam is privately funded by Lightspeed Venture Partners, Cisco Investments, Norwest Venture Partners, Acrew Capital, Icon Ventures, and investor Shlomo Kramer. For more information visit https://www.exabeam.com or follow us on LinkedIn and Twitter.
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