Sales Development Representative (SDR)



Sales & Business Development
Salt Lake City, UT, USA
Posted on Tuesday, July 2, 2024

There are 2 actors on a network, people and machines. Just as usernames and passwords are used by people to access machines, machine identities are used by machines to identify and access each other. Venafi is the inventor of the technology that manages and protects machine identities, the most important security initiative in our Global 5000 customers. We are Warriors!

Are you passionate about making a positive impact and protecting the world from cybercriminals? If so, you may be a natural Venafi Warrior!

How you’ll be protecting the world:

Due to our rapid growth, we are seeking a Sales Development Representative (SDR) to join our energetic and collaborative Sales Development team.

Success in the SDR role requires a hunter-mentality to generate qualified prospects for our Enterprise Sales team. You will follow leads by phone, email, and social media that are generated from Venafi’s marketing programs and personal prospecting into enterprise accounts. Working cross-functionally with marketing and field sales teams across the United States region you will generate demand, meetings and qualified pipeline for Venafi solutions. This role requires a smart, energetic, resilient results-driven individual who has the desire and ability to become familiar with a wide range of concepts, market trends and effective demand generation techniques within the Machine Identify Management space. The SDR role is a great career path for an individual that wants to progress into Sales, Sales Ops or Marketing roles.

This role will be onsite at Venafi’s Salt Lake City, Utah headquarters. Compensation is a competitive base salary plus performance-based monthly commission.

Responsibilities include:

  • Researching enterprise accounts prior to first contact to understand the prospect’s needs, identify a technical pain and educate the prospects on the benefits of the Venafi platform
  • Able to clearly articulate Venafi’s competitive messaging nurture prospects through regular follow-up until they are qualified and ready to meet with an Account Executive
  • Setting and attending appointments for the enterprise sales team when a prospect fulfills the qualified stage criteria
  • Ensuring successful follow through of sales cycle by maintaining accurate activity and lead qualification information within Salesforce
  • Collaborating with marketing to support successful outbound campaigns
  • Setting pre-scheduled meetings for conferences/events
  • Occasional event support to engage prospects face-to-face
  • Collaborating with sales and marketing team members on strategic sales approach
  • Achieving defined success KPIs on a consistent basis

The ideal Venafi Warrior will be armed with:

  • Experience with call automation tools such as Outreach, SFDC, DemandBase, ZoomInfo, and LinkedIn Sales Navigator2+ years of experience outbound cold calling, targeting multiple levels of contacts including executive management
  • Excellent lead follow-up skills responding to and qualifying leads from self-sourced leads, marketing generated campaigns and incoming phone and web inquiries
  • Superior pre-call planning, opportunity qualification and objection handling skills
  • Aptitude to manage numerous requests and time demands concurrently, while achieving your objectives and goals
  • Drive, passion, and competitiveness with strong desire to compete and win
  • Extremely self-motivated and independent with a diligent work ethic and desire to learn
  • High level of integrity and strong commitment to building a successful team and company
  • Fearlessness/Resilience– willing to call new people daily and overcome initial objections.
  • The courage to challenge the status quo when logic and reason require it
  • 100% reliable and detailed-oriented - a drive to execute flawlessly
  • Ability to work independently as well as part of a team in a fast-paced environment
  • Excellent references from prior employers, verifying targets and quota achievement

What sets you apart?

  • Experience with Cyber Security, SaaS, and Identity management preferred
  • Successful Account Based Marketing outreach using Outreach, SFDC, DemandBase, ZoomInfo, and LinkedIn Sales Navigator
  • Thrives in an ever-changing, fast-paced environment and looks forward to being accountable for their work

While you are busy protecting the world, we’ve got you covered!

In addition to fostering a virtual first collaborative environment, Venafi offers a benefits package that is in the top 10%. We provide 90% employer-paid premiums for both team members and their families for medical insurance and 100% employer-paid premiums for both team members and their families for dental and vision insurance. We have an uncapped Open PTO (Paid Time Off) policy so team members have maximum flexibility to take time off. Additionally, we offer eleven company holidays and encourage taking time to volunteer in your community. We also offer 401(k) and company matching, company HSA contribution, 2x salary employer-paid life insurance, and parental leave. We even offer pet insurance!

More About Venafi:

Venafi is the undisputed leader in Machine Identity Management. Why? Because we created the category and are light years ahead of anyone that would consider competing! Gartner has recognized Venafi as number one in our space and as it turns out, one is NOT the loneliest number!

Venafi is the inventor of the technology that secures and protects machine identities. The Venafi platform provides visibility, intelligence, and automation for SSL/TLS, IoT, mobile, cloud native, Kubernetes, and SSH machine identity types. Many of the largest organizations in the world use Venafi.

Billions of dollars have been spent protecting usernames and passwords and almost nothing managing machine identities—organizations are just now realizing that managing and protecting machine identities is as important as managing usernames and passwords. The bad guys know this and are using stolen or forged machine identities in their cyberattacks. In fact, Gartner says 50% of network attacks will use machine identities.

Come help us protect the world!


The anticipated pay range for this position is $68,000 to $80,000. This is a general estimate for informational purposes only. The actual salary offered will be determined based on the candidate’s relevant qualifications, experience, and skills.

*Upon review of the candidates and based on the objective factors listed above, this position may be filled at a higher or lower tier.