Senior Sales Development Representative

Panaseer

Panaseer

Sales & Business Development
United States
Posted on Monday, April 17, 2023

Who we are:

We are a fast-growing data science and analytics company that helps organisations manage their security posture using automated metrics and reporting; protecting critical services and data we all rely on.

We’re at the forefront of the cybersecurity industry and have received multiple industry recognitions, having been included in two Gartner Hype Cycles for emerging technologies. In July 2020, Panaseer was featured as an inaugural vendor in the new category of Continuous Controls Monitoring (CCM) for Risk Management. In July 2021, we were included as an inaugural vendor in the new category of Cyber Asset Attack Surface Management (CAASM) for Network Security. Recently, Momentum Cyber included CCM in its Cybersecurity Almanac, as a next generation technology that will shape the future of cybersecurity, also including Panaseer as an inaugural vendor.

Panaseer developed the first Continuous Controls Monitoring platform that uses automated, data-driven security metrics to give enterprise security leaders greater visibility into their cybersecurity posture. This gives anyone – from executive to analyst – live, trusted insight into their security posture, enabling them to make the best decisions about risk, confidently report to key stakeholders, hold people accountable and prioritise remediation based on their business priorities.

We have raised over $43 million in funding and have won numerous awards - most recently recognised as one of the Top 50 fastest growing technology companies in the UK by the Deloitte Fast 50 Technology awards. Other awards include ‘Best Product in Continuous Controls Monitoring’ in the Cyber Defense Magazine Awards at RSA Conference 2020. Panaseer’s CCM platform was named as the ‘Best Regulatory Compliance Tool and Solution’ at the 2020 SC Awards Europe. We were also named the ‘Hottest CyberTech Startup’ at TechCrunch's Europas’ Awards.

We have multiple strategic partnerships with leading technology vendors such as Cisco, Amazon Web Services and RSA which strengthens our platform.

As a senior SDR, you will be responsible for finding and generating opportunities by reaching out to our ideal customer persona using a number of methods, to engage, interest and ultimately book that prospect to a meeting with our AE team.

You will be a part of a critical function for the creation and development of our company pipeline – you will run multiple campaigns to differing personas and scenarios in the effort to meet quarterly targets.

As a senior SDR, you will also be required to assist the Director of Revenue Marketing (DoRM) with the running of the team – including organisation of power hours and collaboration sessions, providing day to day support to more junior members of the team, assisting with tools and reports where required and stepping in to run the team if the DoRM is not available.

The role will need to work with AEs and the wider marketing team to find and engage with our prospects, hitting a quarterly target of those created using outbound efforts as well as booking the inbound leads as well.

You will work closer with an aligned AE and the other SDRs to effectively reach your target – using our tech stack (Salesforce, Outreach.io, Lusha, Zoominfo, Calend.ly) to engage and progress prospects through our funnel until they convert to an Opportunity.

As a senior member, you will help with the running of the team and be a support to both your SDR colleagues and the Director of Revenue Marketing


Your team and mission:

The team you are joining is a key part of our revenue marketing engine. The SDR team jointly generate outbound engagement and also follow up on inbound opportunities generated by the wider marketing team.

The SDRs are our bridge and link into Sales and therefore the quality and volume of the pipeline we generate passes through that time a majority of the time.

We support a hyper-growth target for the business as we progress toward our next round of funding and the next chapter for Panaseer.

Who you are:

  • Achieving the quarterly and annual targets set for you as a part of the SDR team
  • Hit a pre-defined activity level and subsequently hit target
  • Assist the Director of Revenue Marketing in getting the whole team to hit the quarterly and annual team targets
  • Take responsibility for the wider teams performance.
  • Seek to improve, coach, assist any member of the team that requires it
  • Be a senior voice with the team as a supporter and motivator
  • Work with the marketing team and wider business to ensure you and the SDR team are delivering against goal
  • Work to ensure targeting, messaging and execution of campaigns is in line with requirements
  • Report back on successes and feedback – understand success measures and working towards them – individually and as a team
  • Assist day-to-day with making sure SDR workloads are balanced and every day issues are dealt with
  • Help to manage workloads and approaches to increase the teams chances of success
  • Assist with feedback and input on utilisation and manage expectations with the wider team
  • Work with the DoRM to refine and ensure data and cadences are aligned and optimised
  • Input on persona, data and segment targeting
  • Input and guidance to the wider team with logic, subject lines, CTA’s and outcomes
  • Adjust and tweak according to success
  • Assist with organising team collaboration and stepping in to keep the team running if the DoRM is unable to

You can demonstrate your Abilities in:

Understanding the world of cybersecurity and how Panaseer's offering fits within it. This is key in connecting to our target market that you will work with Sales and independently to identify, understand and engage with.

You will be experienced in creating outreaches over multiple mediums to engage, build rapport and close to a meeting with Sales.

You will have a successful and proven telephone manner and be used to using various software tools (phone and digital) as a part of your everyday efforts.

In your first 3-6 months you'll be:

Introduced to the world of Panaseer and our offering - you will spend time with the marketing team, the sales team, product and engineering to get an understanding from the top down and the bottom up.

Targets will be ramped up because we understand it takes time to understand our world and our approach, so the first 3-6 months are about building an approach you are comfortable with and that is starting to yield engagement.

Educate yourself as much as possible whilst actively testing what you have learnt - the rest of the SDR team will be on hand to support you as you grow into your role and begin to establish yourself at the beginning of your tenure with us.

Our interview process typically looks like this:

- Screening interview with line manager - about you as a person, your experience, your ambitions as well as Panaseer and the role you are applying for.

- Interview with senior member of marketing team - this will be a more in-depth conversation about your experiences, approaches, aptitude and professional impression.

- Task-based final interview - set before the interview itself, you will be a given a task to complete where you can demonstrate your thought process, your ability to execute and then answer more detailed questioned that arise as a result.

- Offer/acceptance - you have wowed us and we want you to become a Seer!

- Welcome to the team!

At Panaseer, we strive to enable the best environment and atmosphere:

  • An annual allowance of 25 vacation days days per year
  • Competitive package, including base salary ranging between $55,000 to $65,000 (depending on experience) and equity options
  • 401k
  • Private Health Insurance for you and your family
  • $650 Amazon voucher for workspace set up
  • We are currently offering a productivity allowance to support remote working ($100 per month tax free)
  • Access to benefits market and employee discounts
  • Wide range of health and well-being activities, speakers and events and coaching support


Diversity

Panaseer is an equal employer, committed to encouraging diversity and eliminating discrimination in both its role as an employer and as a provider of services. Our aim is that our staff are truly representative of all sections of society and work in an environment where everyone is respected and able to perform to the best of their ability.

Our policy is to provide equality and fairness for all in our employment and in our provision of services and not to discriminate, or favour, on the grounds of race, colour, religion, gender identity, sex, sexual orientation, pregnancy, nationality or national origin, ancestry, citizenship, age, neurodiversity, marital status, parental status, disability, medical condition, physical appearance or socio-economic status.