Sales Development Representative (SDR) - Managed Detection & Response (MDR)

The Sales Development Representative (SDR) is responsible for **identifying, qualifying, and nurturing new business opportunities** for the company’s Managed Detection & Response (MDR) services. The SDR acts as the **first point of contact** for prospective customers, educating them on cyber risk, validating business and security pain points, and generating qualified pipeline for Account Executives. This role is critical in building a strong pipeline by targeting organizations that need **24/7 threat detection, response, and cyber resilience** services, and by positioning MDR as a business risk and operational resilience solution rather than a pure technology sale. Key ResponsibilitiesLead Generation & Qualification * Proactively identify and engage potential customers via outbound activities (email, phone, LinkedIn, events, partner leads). * Qualify inbound leads generated through marketing campaigns, partners, and referrals. * Conduct discovery conversations to understand customer **security posture, risk exposure, compliance needs, and operational challenges**. * Qualify opportunities using agreed frameworks (e.g. BANT, MEDDICC-lite, or internal qualification criteria). Customer Engagement * Clearly articulate the value of **Managed Detection & Response (MDR)**, including 24/7 monitoring, threat detection, incident response, and risk reduction outcomes. * Educate prospects on evolving cyber threats, regulatory pressures, and the limitations of in-house security operations. * Position MDR services as an outcome-driven, cost-effective alternative to building and running an internal SOC. Pipeline Development * Schedule qualified meetings and hand over opportunities to Account Executives and Sales Engineers. * Maintain accurate and up-to-date records in CRM (e.g. Salesforce), including lead status, qualification notes, and next steps. * Work closely with sales, marketing, and channel teams to align on campaigns, target accounts, and messaging. Market & Account Intelligence * Research target accounts, industries, and threat landscapes relevant to MDR. * Track competitor positioning and customer objections related to MDR, SOC, SIEM, XDR, and MSSP services. * Provide feedback to marketing and sales leadership on market trends and lead quality. Required Skills & ExperienceExperience * Bachelor’s degree in Business, IT, Cybersecurity, or a related field. * Cybersecurity or sales certifications are a plus * 1–2 years of experience in an SDR or **Inside Sales,** , preferably in **cybersecurity, MSSP, or SaaS**. * Exposure to selling or qualifying **security services** such as MDR, SOC-as-a-Service, SIEM, XDR, EDR, or incident response is a strong advantage. * Experience engaging with **CISOs, CIOs, IT Managers, or Security Leaders** is preferred. Skills * Strong communication and discovery skills; able to articulate complex security concepts in business terms. * Comfortable with high-volume outbound activity and consultative conversations. * Ability to understand and position **risk-based security services** rather than point products. * CRM proficiency and disciplined pipeline management. * Self-motivated, resilient, and target-driven. What Success Looks Like * Consistently achieving or exceeding qualified meeting and pipeline targets. * High-quality opportunities accepted by Account Executives. * Strong understanding of MDR value propositions and buyer pain points. * Positive feedback from prospects and internal sales stakeholders. Why Join Us * Work with a **high-growth MDR cybersecurity provider** delivering mission-critical services. * Exposure to enterprise and mid-market customers across regulated and high-risk industries. * Clear career progression into **Account Executive, Channel Sales, or Cybersecurity Sales Specialist** roles. * Continuous enablement on cyber threats, MDR services, and consultative selling.