About Delinea

Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure.

Position Summary

The Enterprise Sales Development Representative position at Delinea is a full-time, 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. The Enterprise SDR is responsible for initiating communication with potential customers, understanding their needs, and setting the stage for a successful sales process.

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 to 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. Full time 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 a 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 like Salesforce. Background with Zoominfo, 6Sense, Hubspot preferrable

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.