Delinea
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Enterprise Sales Development Representative
role at
Delinea .
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.
Enterprise Sales Development Representative Summary The Enterprise Sales Development Representative (E‑SDR) at Delinea is a full‑time, salaried hybrid position based in‑office at our Boston location 100 Summer Street. 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.
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 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.
Location This position is hybrid, three days a week in‑office and based at Delinea’s Boston office located at 100 Summer Street. Remote work or telecommuting is not available for this role.
What You’ll Bring
Educational Background: Bachelor’s degree or equivalent practical experience. Minimum of 1+ year of experience in an 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 such as Salesforce. Background with ZoomInfo, 6Sense, HubSpot preferred.
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.
Core values
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.
Referrals increase your chances of interviewing at Delinea by 2x.
Employment Detail
Seniority level: Entry level
Employment type: Full‑time
Job function: Sales and Business Development
Industries: Software Development
#J-18808-Ljbffr
Enterprise Sales Development Representative
role at
Delinea .
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.
Enterprise Sales Development Representative Summary The Enterprise Sales Development Representative (E‑SDR) at Delinea is a full‑time, salaried hybrid position based in‑office at our Boston location 100 Summer Street. 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.
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 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.
Location This position is hybrid, three days a week in‑office and based at Delinea’s Boston office located at 100 Summer Street. Remote work or telecommuting is not available for this role.
What You’ll Bring
Educational Background: Bachelor’s degree or equivalent practical experience. Minimum of 1+ year of experience in an 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 such as Salesforce. Background with ZoomInfo, 6Sense, HubSpot preferred.
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.
Core values
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.
Referrals increase your chances of interviewing at Delinea by 2x.
Employment Detail
Seniority level: Entry level
Employment type: Full‑time
Job function: Sales and Business Development
Industries: Software Development
#J-18808-Ljbffr