Job Overview
This role involves owning outbound pipeline generation for a managed IT and cybersecurity services provider, targeting mid-market companies in public sector, regulated manufacturers, CPA firms, credit unions, and similar verticals. Focus on moving prospects from cold outreach to qualified opportunities using expertise in cybersecurity, cloud, compliance, and IT services.
Responsibilities
- Build pipeline from scratch through multi-channel outbound sequences (phone, email, LinkedIn, video) against targeted prospect lists in government contracting, manufacturing, financial services, and other regulated verticals.
- Qualify prospects precisely using discovery frameworks like BANT or MEDDIC, and hand off well-documented opportunities to Account Executives.
- Manage and prioritize a book of target accounts using Salesforce, research tools, and initiative.
- Collaborate with Marketing on campaign execution, provide feedback on messaging and targeting, and activate leads from webinars, content downloads, and inbound inquiries.
- Maintain CRM discipline by keeping Salesforce updated with every touch, disposition, and next step.
- Track cybersecurity trends, compliance developments (CMMC, NIST, cyber insurance), cloud/AI market shifts, and competitor moves for insight-led outreach.
- Achieve and exceed monthly/quarterly targets for qualified meetings, pipeline contribution, and influenced revenue.
Qualifications
- 3+ years of SDR, BDR, or inside sales experience at a cybersecurity, cloud/SaaS, public sector technology, AI, or managed IT/MSP company, or selling into those buyers.
- Demonstrated track record of meeting/exceeding pipeline generation targets.
- Familiarity with regulated or compliance-driven sales environments, understanding frameworks like NIST, SOC 2, HIPAA, FedRAMP, CJIS, or CMMC, and ability to discuss risk and compliance credibly.
- Experience with Salesforce (or comparable CRM) and multi-touch outbound sequencing tools.
- Ability to prospect into C-suite and senior operations roles at companies with 50–500+ employees.
- Strong written communication for emails and LinkedIn messages.
Preferred Qualifications
- Experience selling to public sector, manufacturers, or CPA/financial services firms.
- Prior use of Landbase, ZoomInfo, Apollo, or similar intent/enrichment platforms.
- Bachelor’s degree in Business, Marketing, IT, or related field (relevant experience may substitute).
