Customer Development Representative, Austin (Hybrid)

A Customer Development Representative (CDR) at CrowdStrike is primarily responsible for executing targeted outbound campaigns aimed at identifying cross-sell and upsell opportunities within existing customer accounts. They partner with Corporate Account Managers to formulate strategic customer account plans and contribute to pipeline generation activities. Additionally, CDRs are expected to gather and document strategic account intelligence which includes assessing channel partnerships and competitive spend, ensuring they are well-informed about each customer's landscape.

To apply for the Customer Development Representative position at CrowdStrike, candidates must possess at least 1 year of experience as an SDR or BDR, demonstrating a successful track record. Strong communication skills, a high emotional quotient (EQ), and the ability to build relationships are essential. A passion for technology and a desire to develop into a cyber-security sales expert are also important, along with a willingness to receive mentorship from industry leaders.

CrowdStrike provides a robust Sales Readiness training program for its Customer Development Representatives. This training will focus heavily on successful sales methodologies, including Sandler and MEDDPICC approaches. CDRs will engage in ongoing training sessions designed to enhance their sales skills and equip them for future success in quota-carrying sales roles, nurturing their professional development in the competitive cybersecurity landscape.

The work environment for a Customer Development Representative at CrowdStrike is collaborative and innovative, combining both in-office and remote work in a hybrid setting. Representatives are encouraged to engage in multi-threaded outreach strategies and participate in team workshops and account mapping sessions to reinforce relationship-building and strategic planning. This dynamic atmosphere fosters professional growth and teamwork, which is essential for achieving sales goals.

While prior experience in the cyber security industry is not mandatory for the Customer Development Representative role at CrowdStrike, it is considered a bonus. Understanding the nuances of the cyber security landscape can enhance communication with clients and enrich the overall sales approach. A genuine interest in cyber security and enterprise software, however, is crucial for candidates aiming to excel in this position.

To develop relationships with customers in the Customer Development Representative role at CrowdStrike, I plan to employ a combination of active listening, empathizing with their needs, and maintaining consistent follow-up through personalized outreach. By leveraging insights gained from account intelligence and engaging in meaningful conversations, I aim to build trust and long-term partnerships that align with their business goals.

In my previous role, I focused extensively on outbound prospecting by conceptualizing targeted outreach campaigns that combined email, social media, and cold calling. By segmenting potential clients based on characteristics and developing tailored messaging, I consistently achieved my outreach goals and booked qualified meetings, showcasing my ability to navigate the prospecting landscape effectively.

To prioritize leads and opportunities, I analyze potential value and alignment with company goals using criteria like engagement level, previous purchase history, and readiness to buy. Implementing a scoring system helps me focus on high-potential opportunities while ensuring I also nurture smaller leads that may convert down the line.

I'm excited about working in cyber security sales because it's a rapidly evolving field that addresses critical challenges businesses face today. The opportunity to contribute to helping organizations safeguard their data while also advancing my skills in technology and sales is incredibly motivating. I thrive in dynamic environments and believe that cyber security transforms how businesses operate.

Using a methodology like MEDDPICC is vital as it provides a structured framework for assessing sales opportunities and guiding the sales process. It encourages a thorough understanding of Metrics, Economic buyers, Decision criteria, and other components, enabling me to qualify leads accurately and tailor my approach to meet clients' needs, ultimately increasing the chances of a successful sale.

When handling objections from a potential client, I believe in first listening carefully to understand the concern fully. I would then address the objection honestly while providing evidence or case studies to validate my response. Maintaining empathy and reaffirming the value of our solutions can help in re-engaging the client and transforming their doubts into opportunities.

To stay informed about industry trends, I would dedicate time each week to read reports, follow influential publications, and participate in online communities. Networking with industry professionals and attending webinars or conferences would also enhance my understanding of market developments and emerging technologies in cyber security.

In a previous role, I executed a multi-channel sales campaign targeting small businesses needing enhanced security solutions. Utilizing emails, social media ads, and webinars, I crafted targeted messages that resonated with each segment. The campaign resulted in a 30% increase in qualified leads and fostered significant engagement with clients who were previously unresponsive.

To maintain motivation during challenging sales periods, I focus on setting achievable daily and weekly goals and celebrate small wins. I also lean on my team for support, sharing insights and strategies, which creates a supportive environment. Lastly, I remind myself of the bigger picture and the impact our solutions have on clients’ security, reigniting my passion for the role.

My long-term career goals in sales involve developing into a leadership position within the sales organization, where I can mentor and coach others while also strategizing high-impact sales initiatives. I also aspire to deepen my expertise in the cyber security sector to become a trusted advisor that brings comprehensive solutions to clients.