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Role Description

The Sales Development Representative is responsible for identifying, qualifying, and nurturing new opportunities for Entrust's digital security solutions, including PKI, HSM, Key Management, and Identity offerings. The primary objective is to drive revenue and develop outbound sales leads for the Business Development Team. As the initial point of contact, the Sales Development Representative (SDR) will establish trust, build relationships, and create new sales opportunities with prospects.

• Conduct outbound sales discovery and lead prospecting activities for Entrust's digital security solutions.
• Clearly articulate the unique value proposition of Entrust's digital security solutions through various communication methods (phone, web, etc.) to existing customers, prospects, and North American channel partners.
• Manage and follow up on Marketing Qualified Leads (MQLs) received from Marketing, providing feedback and progressing MQLs to Sales Qualified Leads (SQLs).
• Identify key decision-makers, timeline, and budget potential to map qualified prospects. Ask qualifying questions to identify the correct prospect contact.
• Engage in daily prospecting efforts to generate new sales leads within the assigned territory, leveraging referrals from existing customers, inbound leads, cold calling, and collaboration with other territory managers.
• Facilitate meaningful introductions between Account Executives and new prospects.
• Maintain comprehensive client information, including call records and account status, in SalesForce CRM to enhance consistency in client approach.
• Recognize market trends and report customer feedback on product enhancements to the broader team during scheduled sales meetings.
• Contribute to growing the sales pipeline by prospecting installed base accounts, key named accounts, and executing territory plans, sales strategies, and forecasts.
• Effectively manage timelines and follow-up efforts.

Qualifications

• Inside Sales/B2B sales experience, including developing, qualifying, and validating new business leads, with a proven track record of consistently exceeding objectives.
• Customer-focused with strong organizational, time management, interpersonal, and written and verbal communication skills.
• Ability to quickly learn and navigate new technology products and service enhancements.
• Previous success in prospecting, building a sales pipeline, moving opportunities through the sales cycle, and presenting and discussing solutions with C-level and other decision-makers.
• Strategic and tactical thinking abilities.
• Ability to maintain a positive attitude in the face of criticism, rejection, or failure.
• Must be able to legally work within the US or Canada and have unrestricted work authorization.

Requirements

• Experience in selling SaaS data security solutions.
• Bachelor's degree or equivalent.

Benefits

• Career Growth: Invested in your professional journey with learning-forward initiatives and exciting challenges.
• Flexibility: Options for remote, hybrid, or on-site work to fit your lifestyle.
• Collaboration: A culture that values sharing ideas, brainstorming solutions, and working together.
• Comprehensive health and well-being programs including medical, vision, dental, and a generous 401(k) matching contribution.
• Life and disability insurance, mental health coaching, virtual fitness programs, paid personal time off plus 12 paid holidays, parental leave, and education reimbursement.