Own a personal book of target accounts and generate qualified pipeline for assigned Account Executives
Execute outbound prospecting through calls, email sequences, and social engagement
Qualify and follow up on inbound leads from marketing campaigns and web inquiries
Schedule qualified meetings for Account Executives from both inbound leads and outbound prospecting
Run discovery calls and qualify opportunities against SANS' ideal customer profile
Successfully engage CISOs, security directors, learning and development leaders, and other senior decision-makers
Design and iterate on outbound playbooks, inbound response workflows, and repeatable Go-To-Market sales plays
Ensure the team records all customer communication, pipeline, tasks, leads, and opportunities in Salesforce CRM
Participate in prospecting calls to support team development and reinforce best practices
Collaborate with marketing on campaign execution, lead routing, and messaging alignment
Share wins, losses, and learnings across the sales organization to accelerate collective growth
Develop strong cross-functional relationships to maximize the impact and effectiveness of the BD team
Travel to conferences, sales meetings, and team events as needed.

Requirements

3-5 years of experience in B2B sales development, business development, or inside sales
Demonstrated ability to mentor, coach, or informally lead peers
Fluent in sales systems and platforms (Salesforce, Salesloft, ZoomInfo, Sales Navigator, etc.)
Track record of consistently meeting or exceeding individual quotas and pipeline targets
Strong understanding of B2B sales processes, lead qualification methodologies, and pipeline management
Ability to successfully communicate and collaborate via phone, email, and web-based tools in a hybrid environment
Experience building and executing outbound prospecting strategies and plays
Strong organizational skills and attention to detail
Bachelor's degree from an accredited institution or equivalent experience
Team player with excellent communication and interpersonal skills
Unrestricted authorization to work in the USA; visa sponsorship is not available.

Benefits

Competitive base salary, bonus opportunities, and a 401(k) plan with company match.
Robust medical, dental, and vision plans; company-provided short term disability; optional long-term disability, supplemental life and AD&D insurance for employees and dependents; voluntary benefits including accident insurance and identity theft protection; fitness and wellness programs; and a company paid employee assistance program (EAP).
Generous paid time off, including volunteer time.
Access to professional development and SANS training opportunities.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

B2B sales developmentlead qualification methodologiespipeline managementoutbound prospecting strategiesquota achievementsales process executioncustomer communicationdiscovery callssales playbook design

Soft Skills

mentoringcoachingcommunicationcollaborationorganizational skillsattention to detailteam playerinterpersonal skills

Certifications

Bachelor's degree