Enterprise Sales Development Representative
About Delinea:
Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.
Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.
Apply today to help us achieve our mission.
Company Overview:
Delinea is a leading provider of privileged access management (PAM) solutions for the modern, hybrid enterprise. We simplify security by eliminating complexity and defining the boundaries of access to reduce risk and ensure compliance. Delinea empowers thousands of customers worldwide, including over half of the Fortune 100. Our customers include the world’s largest financial institutions, intelligence agencies, and critical infrastructure companies.
Enterprise Sales Development Representative Summary:
The Enterprise Sales Development Representative (E-SDR) at Delinea is a full-time, salaried hybrid position. This role serves as a vital connection between our Sales and Marketing teams, focusing on generating and qualifying leads to create business opportunities in the Enterprise space and hunting for net new Opps. The Enterprise SDR is responsible for initiating communication with potential customers, understanding their needs, and setting the stage for a successful sales process.
What You’ll Do:
Prospecting and Lead Generation: Proactively reach out to potential customers through phone (80%), email, and LinkedIn to identify and qualify new business opportunities.
Lead Qualification: Process and qualify inbound leads to generate sales opportunities, ensuring alignment with Delinea's sales goals.
Hunting: Prospecting and finding net new opportunities in white space accounts in the Large Enterprise and Strategic Accounts
Pipeline Development: Execute a minimum of 50+ outbound activities daily, including calls and emails, to build and maintain a strong pipeline of qualified leads.
Research and Relationship Building: Conduct thorough research to gather account intelligence, identify key stakeholders, and build relationships with IT decision-makers.
Collaboration: Partner closely with the Sales team to develop and refine go-to-market strategies, ensuring a seamless handoff of qualified leads. Work with Partners within territory to do account mapping and strategize in accounts to open opps. Work with Marketing on key events within region to help with registration of the events to drive attendance.
Learning and Development: Continuously enhance your knowledge of Delinea’s product offerings and the cybersecurity industry through internal e-learning platforms.
Data Management: Keep accurate records of all sales activities in CRM tools (Salesforce) and Prospect Engagement systems (SalesLoft) to monitor progress and success.
Alignment: Work with the QCRs you are assigned to and help collaborate on territory plans, identify top 10-20 accounts within region to go after, and work on customer cross-sell within region. Assist with onboarding and development of new hires by allowing them to shadow day to day activity for quicker ramp time.
What You’ll Bring:
Educational Background: Bachelor’s degree or equivalent practical experience. Minimum of 1+ year of experience in a SDR role.
Communication Skills: Strong verbal and written communication skills with the ability to effectively engage with decision-makers.
Drive and Motivation: A strong desire to learn and grow in a sales role, with a goal-oriented and data-driven mindset.
Technological Proficiency: Worked and experience with other CRM tools like Salesforce. Background with Zoominfo, 6Sense, Hubspot preferrable
You’ll Stand Out If You Have:
Industry Knowledge: Exposure to technology sales, customer service, or a related field through internships or work experience.
Sales Techniques: Familiarity with sales approaches such as cold calling, personalized messaging, or pipeline management.
Adaptability: An eagerness to quickly learn and apply new concepts, especially in a dynamic, technology-driven environment.
Why work at Delinea?
We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
We invest in people who are smart, self-motivated, and collaborative.
What we offer in return is meaningful work, a culture of innovation and great career progression.
At Delinea, our core values are STRONG and guide our behaviors and success:
Spirited - We bring energy and passion to everything we do
Trust - We act with integrity and deliver on our commitments
Respect - We listen, value different perspectives, and work as one team
Ownership - We take initiative and follow through
Nimble - We adapt quickly in a fast-changing environment
Global - We embrace diverse people and ideas to drive better outcomes
We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.
We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.
Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.