RiskIQ is the world leader in Attack Surface Management, providing the most comprehensive discovery, intelligence, and mitigation of threats associated with an organization’s digital presence. With more than 80 percent of attacks originating outside the firewall, RiskIQ allows enterprises to gain unified insight and control over web, social, and mobile exposures. Trusted by thousands of security analysts, RiskIQ’s platform combines advanced internet data reconnaissance and analytics to expedite investigations, understand digital attack surfaces, assess risk, and take action to protect business, brand, and customers. Based in San Francisco, the company is backed by Summit Partners, Battery Ventures, Georgian Partners, and MassMutual Ventures.

We are looking for Sales Development Representatives to join our growing team! This role is based remotely in Central or East Territories.

General Description

We’re looking for a SDR to act as a liaison between our Marketing leads and Sales while also generating pure outbound opportunities through cold outreach. This will be done by contacting and developing relationships with potential customers in both our whitespace accounts and current customer base while working in conjunction with your field sales team.

To be successful in this role you should have previous experience developing leads from marketing campaigns and exceeding sales quotas.  You will use your communication skills to cultivate strong relationships with prospects and the sales reps you support.  By doing this, you’ll play a pivotal role in gathering information and generating curiosity in RiskIQ’s solutions and services.  If you’re motivated, results-driven, and enjoy working in a healthy team environment, we’d like to meet you.

Ultimately, you will be an integral part in boosting sales and contributing to our long-term business growth.

Role Expectations:

  • Work directly with marketing and assigned Sales Manager and counterparts to promptly contact inbound leads, develop new outbound leads and qualify all leads before warm hand-off of qualified prospects/opportunities to Sales Manager/Team.
  • Maintain a growing and continuous product knowledge as it evolves at RiskIQ and a current understanding of partner and competitive landscape
  • Be knowledgeable of “buyer personas” and value proposition by stakeholder persona
  • Nurture and maintain a strong support role relationship with each assigned account in under leadership of assigned account executive
  • Research each lead before outreach to identify targets and foster effective outreach for new account contacts leading to expansion and retention.
  • SDR understands how to stay focused on target accounts and consistently contribute to pre call planning activities, note taking for post call follow up and be a valued contributor and member of our team

The SDR serves as a company ambassador and solution advocate. Successful SDRs will be on a career path for RiskIQ Sales roles.

Specific Responsibilities

  • Opportunity Pipeline Created: Potential business that SDR activity has provided the sales organization through meeting-to opportunity rate per month.
  • SDRs and Sales Management agree to a specific number of completed meetings per month. As “no show” rates can be high, the SDR’s responsibilities include ensuring attendees have accepted a meeting and will attend to the best of their ability.
  • Nurture lead outreach across engagement channels (including phone, email, LinkedIn).
  • Outbound calling to key roles and functional areas within targeted enterprise accounts to identify and qualify new opportunities with specific responsibilities aligned to solution
  • Provide timely updates to internal slack channels, update opportunities, meeting notes, and contacts within Salesforce in support of effective communication with sales leadership and account manager.
  • Actively participate in sales training and coaching sessions
  • Support campaigns in pursuit of new lead generation and development
  • Additional duties as assigned

Required Professional Skills

  • Highly self-motivated with a desire to succeed in a team environment - we want Hunters!
  • Significant attention to detail
  • Strong work ethic with ability to execute high-volume prospecting and prospect engagement to meet performance targets
  • Comfortable with telephone/electronic engagement throughout an IT organization
  • Strong verbal and written communication skills; can understand and convey sales-oriented and modestly technical messaging to various customer audiences

Required Qualifications

  • Prior knowledge of, or interest in, cyber security
  • Proficiency with Google/MS-Office productivity software, and LinkedIn
  • College education or greater

 Highly Desired Experience

  • Preferred 2+ years B2B sales, telesales, or lead development experience
  • Cybersecurity and/or information technology industry experience
  • Proficiency with Salesforce and prospecting software(Sales Navigator, Salesloft/Outreach, ZoomInfo)
  • Bachelor’s degree preferred or equivalent on-the-job experience

Why work at RiskIQ?

  • Fascinating work - Welcome to the dark underbelly of the Internet. We detect, expose, and investigate malware, exploit kits, botnets, affiliate fraud, advertising fraud, and illicit mobile apps, and much more. It is the golden age of internet crime, and we are at the forefront of defensive efforts to stem the tide.  Internet security is a global growth industry, and the knowledge you acquire here will be a marketable skill for decades to come.
  • We’re a company on the forefront of a burgeoning industry - We've recently celebrated several new milestones headlined by 80% year-over-year growth revenue growth, the closing of $30.5 million in Series C funding, and recognition by Forrester in its Forrester Wave™: Digital Risk Monitoring, Q3 2016 report, which named RiskIQ a leader.
  • Top Leadership - Our CEO is a renown cybersecurity veteran known for his expertise. Our leadership group is poised and experienced with a track record in technology and cyber security.
  • Unbounded opportunity - We are small, but we’re growing. At RiskIQ, you’ll be provided with as much responsibility as you can handle—new career development opportunities constantly arise given our rate of growth Want to design a new data center from the ground up? Architect a big data backend to increase our storage and analysis capabilities? These challenges are yours for the taking if you prove you're capable.
  • Flexibility - You’ll have a large workload, but also the freedom to accomplish it on your own terms. RiskIQ has unlimited PTO and flexible hours.


Apply for this Job

* Required

U.S. Equal Opportunity Employment Information (Completion is voluntary)

Individuals seeking employment at RiskIQ are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation. You are being given the opportunity to provide the following information in order to help us comply with federal and state Equal Employment Opportunity/Affirmative Action record keeping, reporting, and other legal requirements.

Completion of the form is entirely voluntary. Whatever your decision, it will not be considered in the hiring process or thereafter. Any information that you do provide will be recorded and maintained in a confidential file.

Race & Ethnicity Definitions

If you believe you belong to any of the categories of protected veterans listed below, please indicate by making the appropriate selection. As a government contractor subject to Vietnam Era Veterans Readjustment Assistance Act (VEVRAA), we request this information in order to measure the effectiveness of the outreach and positive recruitment efforts we undertake pursuant to VEVRAA. Classification of protected categories is as follows:

A "disabled veteran" is one of the following: a veteran of the U.S. military, ground, naval or air service who is entitled to compensation (or who but for the receipt of military retired pay would be entitled to compensation) under laws administered by the Secretary of Veterans Affairs; or a person who was discharged or released from active duty because of a service-connected disability.

A "recently separated veteran" means any veteran during the three-year period beginning on the date of such veteran's discharge or release from active duty in the U.S. military, ground, naval, or air service.

An "active duty wartime or campaign badge veteran" means a veteran who served on active duty in the U.S. military, ground, naval or air service during a war, or in a campaign or expedition for which a campaign badge has been authorized under the laws administered by the Department of Defense.

An "Armed forces service medal veteran" means a veteran who, while serving on active duty in the U.S. military, ground, naval or air service, participated in a United States military operation for which an Armed Forces service medal was awarded pursuant to Executive Order 12985.

Form CC-305

OMB Control Number 1250-0005

Expires 05/31/2023

Voluntary Self-Identification of Disability

Why are you being asked to complete this form?

We are a federal contractor or subcontractor required by law to provide equal employment opportunity to qualified people with disabilities. We are also required to measure our progress toward having at least 7% of our workforce be individuals with disabilities. To do this, we must ask applicants and employees if they have a disability or have ever had a disability. Because a person may become disabled at any time, we ask all of our employees to update their information at least every five years.

Identifying yourself as an individual with a disability is voluntary, and we hope that you will choose to do so. Your answer will be maintained confidentially and not be seen by selecting officials or anyone else involved in making personnel decisions. Completing the form will not negatively impact you in any way, regardless of whether you have self-identified in the past. For more information about this form or the equal employment obligations of federal contractors under Section 503 of the Rehabilitation Act, visit the U.S. Department of Labor’s Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

How do you know if you have a disability?

You are considered to have a disability if you have a physical or mental impairment or medical condition that substantially limits a major life activity, or if you have a history or record of such an impairment or medical condition.

Disabilities include, but are not limited to:

  • Autism
  • Autoimmune disorder, for example, lupus, fibromyalgia, rheumatoid arthritis, or HIV/AIDS
  • Blind or low vision
  • Cancer
  • Cardiovascular or heart disease
  • Celiac disease
  • Cerebral palsy
  • Deaf or hard of hearing
  • Depression or anxiety
  • Diabetes
  • Epilepsy
  • Gastrointestinal disorders, for example, Crohn's Disease, or irritable bowel syndrome
  • Intellectual disability
  • Missing limbs or partially missing limbs
  • Nervous system condition for example, migraine headaches, Parkinson’s disease, or Multiple sclerosis (MS)
  • Psychiatric condition, for example, bipolar disorder, schizophrenia, PTSD, or major depression

1Section 503 of the Rehabilitation Act of 1973, as amended. For more information about this form or the equal employment obligations of Federal contractors, visit the U.S. Department of Labor's Office of Federal Contract Compliance Programs (OFCCP) website at www.dol.gov/ofccp.

PUBLIC BURDEN STATEMENT: According to the Paperwork Reduction Act of 1995 no persons are required to respond to a collection of information unless such collection displays a valid OMB control number. This survey should take about 5 minutes to complete.