Sales Development Representative

he RoleAs a Sales Development Representative (SDR) at BlueCat, you will drive pipeline generation within a defined geographic territory.This is a quality-driven sales development role focused on building well-qualified opportunities that are positioned to advance through the sales cycle.You will engage inbound opportunities and execute strategic outbound outreach, lead thoughtful discovery conversations, create strong Stage 0 opportunities, and collaborate closely with Account Executives to ensure early-stage alignment and momentum.Once an opportunity is created, the Account Executive assumes ownership. However, you remain engaged to support opportunity momentum and assist with customer re-engagement when necessary.Success in this role is measured by opportunity progression and overall pipeline impact — not just activity levels.
What You’ll DoGenerate new pipeline within your assigned geographic territoryEngage inbound leads and execute outbound outreach across organizations in your region, prioritizing opportunities based on strategic fit and potential impactLead discovery conversations with technical leaders (Infrastructure, Network, Security) and senior decision-makers (Director, VP, and C-level where appropriate)Uncover business priorities, operational challenges, and buying dynamicsCreate well-qualified Stage 0 opportunities supported by defined business or technical drivers, identified decision-makers, timeline signals, and a clear next stepTransition opportunities to the aligned Account Executive with strong context and documentationMaintain thorough and actionable notes in Salesforce, including discovery insights and agreed next stepsPartner closely with Account Executives to maintain alignment and visibility into early-stage activityMonitor opportunity momentum and assist with re-engagement if progress stallsContribute to improving conversion rates and overall pipeline health within your region
What Success Looks LikeConsistent creation of high-quality Stage 0 opportunitiesStrong conversion of SDR-created opportunities into Stage 1 and continued advancementClear, actionable discovery documentation that enables efficient AE executionEffective collaboration and trust with Account ExecutivesProactive follow-through when opportunities lose momentumDisciplined CRM hygiene and thoughtful territory management
What We’re Looking ForWe’re looking for individuals who want to build a long-term career in sales and thrive in a structured, collaborative environment.You are:Comfortable engaging both technical professionals and executive leadersCurious and able to connect technical challenges to business impactThoughtful in how you qualify and document opportunitiesAccountable within a territory-based modelOrganized and disciplined in CRM usageCoachable and motivated to continuously improveBackground1+ years of experience in sales, business development, or a customer-facing roleExperience in B2B technology preferredExposure to infrastructure, cybersecurity, networking, or SaaS is a plusExperience working within a geographic territory model is helpful
Why This Role MattersPipeline quality drives revenue predictability and sales velocity at BlueCat.The Sales Development Representative plays a critical role in shaping opportunities to enter and progress through the sales cycle. You will directly influence territory performance while gaining exposure across a diverse range of organizations within your region.