Senior Sales Development Representative

As a Senior Sales Development Representative at Tenable, your primary responsibility will be to generate new business opportunities through proactive outbound calling and follow-ups on inbound inquiries. You will make over 50 calls each day, aiming to schedule at least 7 demos or meetings per week while researching target accounts and ensuring that all interactions are tracked accurately within the CRM.

To qualify for the Senior Sales Development Representative position at Tenable, candidates should have 1-3 years of experience in sales or a similar client support role. Strong oral and written communication skills are essential, and it’s important to be detail-oriented and capable of multitasking in a fast-paced environment. Familiarity with CRM tools like Salesforce.com is also a plus.

At Tenable, we provide our Senior Sales Development Representatives with the support and resources needed to thrive. You will collaborate with a dynamic remote sales team and receive training on our best-in-class cybersecurity solutions to excel in your duties. Furthermore, we foster a culture of belonging and respect, enabling you to perform your best work while pursuing your career goals.

A typical day for a Senior Sales Development Representative at Tenable involves making 50+ calls to both inbound leads and targeted prospects. You’ll spend time following up on inquiries, qualifying leads, scheduling meetings and demos for Territory Managers, and updating databases. You might also promote upcoming Tenable events and webinars, making each day varied and engaging.

Success as a Senior Sales Development Representative at Tenable hinges on several key skills. Outstanding communication skills are vital for engaging with prospects and articulating the value of our cybersecurity solutions. Additionally, being detail-oriented, having strong organizational abilities, and being able to operate effectively in a fast-paced environment are essential for managing your responsibilities and achieving sales targets.

When faced with objections during a sales call, it's important to listen actively and empathize with the prospect's concerns. Acknowledge their point of view before addressing their objection with factual information about how Tenable’s solutions can solve their specific problems. Practicing active listening to identify pain points will allow you to tailor your response effectively.

To generate leads as a Senior Sales Development Representative, I focus on building a targeted list of prospects through research. I utilize LinkedIn, industry events, and Tenable’s previous interactions to identify potential clients. Establishing connections and following up on leads from webinars and events also helps build a robust sales pipeline. Persistence is key, alongside a personal touch in communication.

In my previous roles, I have extensively used Salesforce for managing customer relationships and tracking lead progress. I appreciate the importance of maintaining accurate records for every interaction and follow-up, as it not only aids in optimizing my sales process but also facilitates collaboration with the sales team at Tenable. Familiarity with CRM systems allows for better data analysis to refine outreach strategies.

Prioritization involves assessing the potential value of each lead and their stage in the buying process. I often use a combination of lead scoring and time management techniques to allocate time efficiently. Prioritizing leads who express high interest or those with impending deadlines ensures that I maximize opportunities. Regularly reviewing my progress and adjusting priorities helps me stay organized.

My primary motivation in a sales environment comes from the thrill of closing deals and contributing to team success. I find great satisfaction in helping clients solve issues through Tenable's solutions, knowing that I’m making a difference in their cybersecurity posture. Additionally, the potential for career growth and the supportive culture at Tenable fuels my drive to achieve and excel.

In a previous role, I had a prospect who was hesitant due to budget constraints. After understanding their needs and demonstrating how our solution could deliver ROI, I worked with them to develop a custom proposal that aligned with their budget. Following up consistently and providing valuable insight at each stage led to their eventual commitment, showcasing the importance of persistence and relationship-building.

Research is fundamental to my approach as a Senior Sales Development Representative. By understanding a potential client's industry, pain points, and recent developments, I can tailor my pitch to address their specific needs more effectively. Utilizing tools like LinkedIn to gather insights on my prospects allows me to establish rapport and demonstrate that I genuinely understand their business.

Staying informed about cybersecurity trends is crucial. I subscribe to industry newsletters, participate in webinars, and engage with professional communities on platforms like LinkedIn. This continuous learning allows me to have informed conversations with prospects and position Tenable's solutions as timely and relevant. By keeping abreast of market changes, I can tailor my approach effectively.

My biggest accomplishment in sales involved exceeding my sales quota by 130% for three consecutive quarters. I achieved this through proactive prospecting, leveraging networking opportunities, and focusing on building lasting client relationships. This experience reinforced my belief in the power of persistence, as well as the importance of understanding a client’s business and delivering tailored solutions.

I would describe my communication style as consultative and engaging. I aim to establish trust and rapport by listening actively and asking thoughtful questions to understand the needs of my prospects. By balancing a friendly tone with professionalism, I can connect with clients effectively, making them comfortable to discuss their challenges, and positioning myself as a trusted advisor in their decision-making process.