Sales Development Representative (SDR)

Obrela

The Sales Development Representative (SDR) is responsible for identifying, qualifying, and nurturing new business opportunities for the company s Managed Detection & Response (MDR) services. The SDR acts as the first point of contact for prospective customers, educating them on cyber risk, validating business and security pain points, and generating qualified pipeline for Account Executives.

This role is critical in building a strong pipeline by targeting organizations that need 24/7 threat detection, response, and cyber resilience services, and by positioning MDR as a business risk and operational resilience solution rather than a pure technology sale.

Key Responsibilities

• Proactively identify and engage potential customers via outbound activities (email, phone, LinkedIn, events, partner leads).
• Qualify inbound leads generated through marketing campaigns, partners, and referrals.
• Conduct discovery conversations to understand customer security posture, risk exposure, compliance needs, and operational challenges.
• Qualify opportunities using agreed frameworks (e.g. BANT, MEDDICC-lite, or internal qualification criteria).

Customer Engagement

• Clearly articulate the value of Managed Detection & Response (MDR), including 24/7 monitoring, threat detection, incident response, and risk reduction outcomes.
• Educate prospects on evolving cyber threats, regulatory pressures, and the limitations of in-house security operations.
• Position MDR services as an outcome-driven, cost-effective alternative to building and running an internal SOC.

Pipeline Development

• Schedule qualified meetings and hand over opportunities to Account Executives and Sales Engineers.
• Maintain accurate and up-to-date records in CRM (e.g. Salesforce), including lead status, qualification notes, and next steps.
• Work closely with sales, marketing, and channel teams to align on campaigns, target accounts, and messaging.

Market & Account Intelligence

• Research target accounts, industries, and threat landscapes relevant to MDR.
• Track competitor positioning and customer objections related to MDR, SOC, SIEM, XDR, and MSSP services.
• Provide feedback to marketing and sales leadership on market trends and lead quality.

Required Skills & Experience Skills

• Strong communication and discovery skills; able to articulate complex security concepts in business terms.
• Comfortable with high-volume outbound activity and consultative conversations.
• Ability to understand and position risk-based security services rather than point products.
• CRM proficiency and disciplined pipeline management.
• Self-motivated, resilient, and target-driven.