Sales Development Representative

Description

XM Cyber is a leading hybrid cloud exposure management company that’s changing the way organizations approach cyber risk. XM Cyber brings a new approach that uses the attacker’s perspective to find and remediate critical attack paths across on-premises and multi-cloud networks. The XM Cyber platform enables companies to rapidly prioritize and respond to cyber risks affecting their business-sensitive systems. 

We are seeking a business development representative (BDR) for Australia and New Zealand. You will be the first line of communication with our prospects and partners. We need a quick learner with strong communication skills. You will need to have a good understanding of our sales process, excel at researching leads, and starting conversations. Your role will be to seek new business opportunities by contacting and developing relationships with potential customers, through inbound and outbound activities alike. If you're dedicated and ambitious, XM Cyber is an excellent place to grow your career.

Objectives of this Role

• Represent XM Cyber, starting with a comprehensive understanding of how our solution solves the pain of our customers
• Generate leads and build relationships both by nurturing prospects and finding new potential ones
• Manage and maintain a pipeline of interested prospects and engage sales executives and partners for the next steps

Responsibilities

• Execute daily goals and metrics regarding calls made, emails sent, accounts touched, etc. through cold calling, email, and LinkedIn activities to generate new sales opportunities.
• Qualify leads from marketing as sales opportunities. 
• Set up meetings between prospective clients and regional sales directors. 
• Build long-term trusting relationships with prospects and our Channel Partners in Australia & New Zealand
• Proactively seek new business opportunities in the market.
• Set up meetings or calls between (prospective) customers and sales executives.
• Work closely with the regional sales director to build and execute targeted account entry strategy focussing on top target accounts. 
• Use Intent-based data and other analytic platforms to focus on prospects who are most likely in the market or who have addressable pain. 
• Nurture early-stage opportunities that are not ready to progress with the next steps immediately.
• Work Closely with XM Cyber team and Partners on Marketing events within Australia & New Zealand and be present to generate activities

Requirements

• At least 1 year of business development experience, with a history of exceeding targets
• Availability to work Monday through Friday Australian Eastern Time Zone
• Native-level English communication
• Excellent communication skills, both written and verbal
• Creative problem-solving approach and strong analytical skills
• Knowledge of industry-standard sales technologies, such as Salesforce, Outreach, Zoominfo, Gong, etc.
• Time management and personal organization
• Motivation, determination, and perseverance!