Business Development Representative (Australia)

About SecurityScorecard:

SecurityScorecard is the global leader in cybersecurity ratings, with over 12 million companies continuously rated, operating in 64 countries. Founded in 2013 by security and risk experts Dr. Alex Yampolskiy and Sam Kassoumeh and funded by world-class investors, SecurityScorecard’s patented rating technology is used by over 25,000 organizations for self-monitoring, third-party risk management, board reporting, and cyber insurance underwriting; making all organizations more resilient by allowing them to easily find and fix cybersecurity risks across their digital footprint. 

Headquartered in New York City, our culture has been recognized by Inc Magazine as a "Best Workplace,” by Crain’s NY as a "Best Places to Work in NYC," and as one of the 10 hottest SaaS startups in New York for two years in a row. Most recently, SecurityScorecard was named to Fast Company’s annual list of the World’s Most Innovative Companies for 2023 and to the Achievers 50 Most Engaged Workplaces in 2023 award recognizing “forward-thinking employers for their unwavering commitment to employee engagement.”  SecurityScorecard is proud to be funded by world-class investors including Silver Lake Waterman, Moody’s, Sequoia Capital, GV and Riverwood Capital.

About The Role:

This is a Pre-sales role. Our Business Development Team is the first point of contact for many of our future customers. As a BDR, you would be focused on setting up introductions with our ideal customers. This position reports to the regional Business Development Manager and will partner closely with our Field Sales Reps (FSRs).

As a Business Development Representative at SecurityScorecard, you will be part of an extremely motivated, dedicated, and high performing Global Business Development team (BDR) that protects many of the largest organizations in the world. In addition, you will be a key player in driving strategic prospecting, aligning and engaging with targeted ABM & marketing initiatives, and creating compelling content that empowers the BDR team with valuable resources to excel in Prospective Customer engagement while creating new & creative ways for increasing pipeline conversion.

We're looking for teammates who are excited to own their "business" (within your respective territory). If you're keen on discovering the perfect buyer, crafting messaging that gets attention, and making connections between people, then this is the perfect role for you. Although it's not always the case, ideally this role will prepare you to become a full-cycle Salesperson (i.e. a closer).

As a BDR, you’ll enjoy the benefits of ongoing training, mentorship, career/life coaching, and guidance. It is a great way to jumpstart a career in cybersecurity/SaaS sales and the skills you develop are applicable across any number of disciplines.

Our Ideal Candidate - Does This Sound Like You?

Success in the BDR role requires a hunter-mentality to generate qualified prospects for our Sales team. You will respond to inbound interest tied to your aligned Sales Reps that are generated from SecurityScorecard marketing programs. Working cross-functionally with Global marketing and field sales teams, you will generate demand and pipeline for SecurityScorecard solutions as well as equip the Global BDR team members with valuable and relevant content that responds to changing Global market conditions, current & recent events in the cybersecurity world as well as customizable + targeted resources for all BDR team members to utilize.  This role requires an energetic, resilient results-driven team player who has the desire and ability to become familiar with a wide range of concepts, ABM & market trends and effective demand generation techniques within the Cybersecurity & Machine Identity Management space. The BDR role is a great career path for an individual that wants to progress into Sales, Product Marketing or Content Creation roles.

Compensation is a competitive base salary plus performance-based monthly commission + BDR team Outreach & prospecting content creation Goals.

This role is focused on sourcing our next sales opportunity. As such, you will be speaking with a lot of people, over the phone, email, or social media (LinkedIn). Our ideal candidate has a knack for recognizing patterns and applying those ideas to broader scenarios. For example, uncovering ideal prospects to reach out to based on Key Buyer Persona training.

Responsibilities:

• Research target Accounts prior to first contact to understand the prospect’s needs and educate the prospects on the benefits of the SecurityScorecard’s platform to Book Meetings for aligned Field Sales Reps (FSRs)
• Qualify & Respond to Inbound Leads with high sense of urgency
• Execute advanced outbound prospecting techniques, leveraging your expertise to identify and qualify potential customers through multiple channels, including cold calling, emails, social selling, and networking
• Evangelize the Company & Value Prop 
• Keep Salesforce Database Clean
• Work with Marketing and Channel teams on ad hoc projects
• Master your tools: Salesforce, Outreach, LinkedIn Sales Navigator, LeadiQ
• Research prospective organizations that can benefit from Security Scorecards cloud based software solutions
• Identify decision-makers in those organizations
• Occasional event support to engage prospects face-to-face

Basic Qualifications:

• Bachelor’s Degree preferred
• 1+ year of experience outbound cold calling, targeting multiple levels of contacts including executive management
• Excellent lead follow-up skills responding to and qualifying leads from marketing generated campaigns and incoming phone and web inquiries
• Superior pre-call planning, opportunity qualification and objection handling skills
• Aptitude to manage numerous requests and time demands concurrently, while achieving your objectives and goals
• Drive, passion and competitiveness with strong desire to compete and win
• High level of integrity and strong commitment to building a successful company
• Fearlessness/Resilience – courage to challenge the status quo when logic and reason require it
• 100% reliable and detailed-oriented - a drive to execute flawlessly
• Have an analytical mind that knows how to organize, prioritize and think strategically.
• Strong interpersonal, selling skills and capability to effectively communicate with different levels of professionals, peers & colleagues inside/outside of organization
• Excellent working knowledge of inbound and outbound prospecting methodologies, experience working with multiple modern day MarTech solutions and practices in SaaS & On-prem based products and/or services (examples: Salesforce.com, Outreach, LinkedIn Sales Navigator, LeadiQ & ZoomInfo)

Additional Qualifications:

• Exceptional written and verbal communication skills, coupled with creative thinking and problem-solving abilities
• Ability to work independently as well as part of a team in a fast-paced environment using an analytical mindset, adept at utilizing data to make strategic decisions
• Extremely self-motivated and independent with a diligent work ethic
• Proven ability to thrive in a fast-paced, cross-functional environment
• Seeks constant feedback through coaching and improvement from leaders & peers
• Works with urgency with positivity, warmth and attitudes of “better than yesterday” & “no challenge is too great” 

Benefits:
Specific to each country, we offer a competitive salary, stock options, Health benefits, and unlimited PTO, parental leave, tuition reimbursements, and much more!

The estimated total compensation range for this position is $X - X (base plus bonus). Actual compensation for the position is based on a variety of factors, including, but not limited to affordability, skills, qualifications and experience, and may vary from the range. In addition to base salary, employees may also be eligible for annual performance-based incentive compensation awards and equity, among other company benefits. 

SecurityScorecard is committed to Equal Employment Opportunity and embraces diversity. We believe that our team is strengthened through hiring and retaining employees with diverse backgrounds, skill sets, ideas, and perspectives. We make hiring decisions based on merit and do not discriminate based on race, color, religion, national origin, sex or gender (including pregnancy) gender identity or expression (including transgender status), sexual orientation, age, marital, veteran, disability status or any other protected category in accordance with applicable law. 

We also consider qualified applicants regardless of criminal histories, in accordance with applicable law. We are committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need assistance or accommodation due to a disability, please contact [email protected].

Any information you submit to SecurityScorecard as part of your application will be processed in accordance with the Company’s privacy policy and applicable law. 

SecurityScorecard does not accept unsolicited resumes from employment agencies.  Please note that we do not provide immigration sponsorship for this position.   #LI-DNI