SpyCloud

Role Description The UK-based Sales Development Representative (SDR) will support Western European sales efforts by penetrating new accounts, reaching decision-makers with SpyCloud's message, and leading strategic conversations to drive quality pipeline. If you are a passionate and driven sales professional with a focus on cybersecurity, we invite you to join our team at SpyCloud. Together, we will continue to protect digital identities and defend against cyber threats on a global scale. What You'll Do: - Lead Generation: Generate sales leads through outbound calling, emailing, event follow-up, and other methods, including social media. - Inbound Lead Qualification: Respond to and qualify inbound leads. - Lead Education: Educate leads on SpyCloud and nurture them until they are qualified and ready to talk to our EMEA Sales Director. - Daily Activity Management: Maintain a high level of daily activity, including end-user calls, meetings, and proactive outreach (phone and email). - Knowledge Building: Engage with cross-functional teams to build your knowledge base about the industry and what makes SpyCloud unique. - Event Support: Help drive attendance to marketing-related events and set meetings for conferences. - Value Proposition Articulation: Effectively articulate the value proposition of SpyCloud solutions to senior decision-makers and security practitioners. - Growth Plan Execution: Assume an active role in executing against the EMEA sales team’s growth plan by scheduling demos and introducing leads to their point of contact. - Strategic Targeting: Work with your dedicated regional sales director to identify ongoing strategic targets. - Account Profiling: Profile strategic accounts by identifying key individuals, researching and obtaining business requirements, and presenting solutions to start the sales cycle. - Sales Cycle Management: Ensure successful follow-through of the SpyCloud sales cycle by maintaining accurate activity and lead qualification information in Salesforce. - Channel Development: Assist with the development of channel and channel leads in conjunction with the Channel Director. Qualifications - Experience: 1-2 years of proven success selling cybersecurity solutions to a diverse mid-market and/or enterprise customer base. - Remote Work: Experience of working remotely, often unsupervised. - Sales Tools Proficiency: Knowledge of sales tools, including Salesforce.com, ZoomInfo, LinkedIn Sales Navigator, and SalesLoft. - Organizational Skills: Strong organizational, communication, and time management skills. - SDR Best Practices: Strong understanding of SDR and lead development best practices and procedures. - Communication Skills: Excellent, positive communication skills and relationship building. - Team Player: Ability to succeed in a collaborative environment and operate as a team player. - Education: Bachelor’s degree preferred but not required. Requirements - Base Salary Range: £31,000 GBP – £40,000 GBP - On Target Earnings (OTE): £51,000 GBP – £67,000 GBP - OTE is reflecting base salary plus variable commission at expected performance levels. Actual earnings will vary based on individual performance. - The salary range reflects the expected base compensation for a fully qualified candidate at this level based on experience, qualifications, and market data at the time of posting. Benefits - 401(k) with Employer Contribution - Health, Vision, and Dental Insurance - Health Savings Account (HSA) available with Employer Contribution - Employer Paid Life, Short-term, and Long-term Disability Insurance - Generous PTO Plan and 16 paid holidays per year - Retirement Savings Plan with Employer Contribution - Employer Provided Private Health Insurance and Healthcare Cashplan - Employer Paid Life Insurance and Income Replacement - Generous Holiday Plan and 14 paid holidays per year

• Define and deliver the products for our customers that wish to stop cybercriminals before they can successfully attack their consumers. • Define and deliver the products within the Consumer Threat Protection and Alliances spaces that will meet and exceed our revenue and retention targets. • Lead and coordinate a growing team of analytics professionals across Security Research, Data Science, AI Operations and API Engineering. • Lead prioritization of enrichment, correlation, and identity analytics capabilities that improve risk contexts and threat fidelity. • Partner with Security Research, Data Science, and Data Engineering to identify and integrate new sources that help to drive new products for this market segment. • Drive the embedding of AI/ML-driven enrichment and detection methods into SpyCloud’s pipeline, driving automation and scalability. • Balance roadmap investments between scalability, intelligence depth, identity signals, and cost efficiency. • Work with downstream product teams to turn signals into high-impact detections, alerts, and identity risk scoring / identity insights. • Define APIs, schemas, and service-level expectations for internal and external consumers of SpyCloud data. • Collaborate with Product Marketing and Customer Success to translate intelligence value into product narratives and use cases that resonate with Consumer Identity and/or Consumer Fraud teams.

• Attain annual sales quota and quarterly targets. • Deliver regional bookings goals through prospecting, qualifying, selling, and closing enterprise client accounts. • Demonstrated success in selling complex, multi-stakeholder, high-value enterprise solutions. • Collaborate with Sales Engineers, Marketing, Product, and Customer Success teams to deliver best-in-class customer experiences. • Manage prospective customer relationships through all phases of the sales cycle. • Develop and nurture relationships with potential enterprise customers in the North West region. • Develop and implement regional pipeline growth strategies. • Leverage all available resources, internal and external, to grow the regional pipeline of opportunities to 4x bookings goals or more. • Gather Account Intelligence to populate account plans for Top 25 / Top 100 Focused Account List. • Work with Focus Partners to cultivate prospect and customer accounts. • Collaborate for Field Events and Customer Meetings. • Build relationships with regional and national partners. • Track customer information and provide continuous forecast and pipeline accuracy through diligent CRM and forecasting platforms upkeep. • Ensure accurate and timely updates to the CRM system. • Ensure regional bookings are clean and complete to meet Quote to Cash requirements. • Manage the end-to-end sales process, ensuring smooth transitions from quote to cash. • Report customer feedback and competitive analysis to appropriate company personnel. • Assist in product development by providing valuable market insights.

• Attain annual sales quota and quarterly targets. • Deliver regional bookings goals through prospecting, qualifying, selling, and closing enterprise client accounts. • Demonstrated success in selling complex, multi-stakeholder, high-value enterprise solutions. • Collaborate with Sales Engineers, Marketing, Product, and Customer Success teams to deliver best-in-class customer experiences. • Manage prospective customer relationships through all phases of the sales cycle. • Develop and nurture relationships with potential enterprise customers in the Bay Area region. • Develop and implement regional pipeline growth strategies. • Leverage all available resources, internal and external, to grow the regional pipeline of opportunities to 4x bookings goals or more. • Gather Account Intelligence to populate account plans for Top 25 / Top 100 Focused Account List. • Work with Focus Partners to cultivate prospect and customer accounts. • Collaborate for Field Events and Customer Meetings. • Build relationships with regional and national partners. • Track customer information and provide continuous forecast and pipeline accuracy through diligent CRM and forecasting platforms upkeep. • Ensure accurate and timely updates to the CRM system. • Ensure regional bookings are clean and complete to meet Quote to Cash requirements. • Manage the end-to-end sales process, ensuring smooth transitions from quote to cash. • Report customer feedback and competitive analysis to appropriate company personnel. • Assist in product development by providing valuable market insights.

• Develop and manage executive and field-level relationships across key Global Systems Integrator organizations. • Create and execute strategic partner business plans that drive Annual Recurring Revenue. • Expand SpyCloud's footprint through partner resale motions, internal usage opportunities, and technology integrations. • Identify, negotiate, and execute revenue-generating partnership agreements. • Collaborate with SpyCloud Alliances, Federal, Sales, Marketing, and Product teams to execute joint go-to-market initiatives. • Drive partner enablement activities to increase awareness and adoption of SpyCloud solutions. • Develop pipeline through partner-generated opportunities and joint account planning. • Maintain accurate partner forecasts, pipeline reporting, and activity tracking within CRM systems. • Provide market intelligence and partner feedback to internal stakeholders to influence product and partnership strategy. • Represent SpyCloud at partner meetings, industry events, and executive briefings.

• Operate as a player-coach. Split your time evenly between managing the federal SE team and personally owning pre-sales efforts on strategic agency and partner accounts. • Lead and mentor a team of federal sales engineers, setting the standard for demos, proofs of concept, and technical discovery. • Partner with federal sales leadership to ensure coverage across civilian, defense, intelligence, and law enforcement accounts, tailored to each agency's mission and environment. • Turn data into mission outcomes. Use SpyCloud breach, infostealer/malware-derived, credential, and identity data to support investigations, fraud detection, account takeover defense, and adversary tracking for specific customer situations. • Drive channel and partner engagement with public sector resellers, system integrators, and solution architects through hands-on SME support. • Guide proofs of concept and pilots from scoping through outcome, and translate findings into clear, customer-ready results for technical and mission audiences. • Support engagements in secure environments (including SCIF settings) where required, leveraging your TS/SCI clearance. • Capture product gaps and field feedback, and bring them back to product and engineering to shape the federal roadmap. • Represent SpyCloud at federal and defense conferences, agency days, and industry events.

• Data Collection: Locate, target and recapture data from Phishing-as-a-Service (PhaaS) kits using a combination of human intelligence and platform sourcing. • Data Analysis: Apply data science techniques to understand the quality of sourced data, in order to refine and improve the PhaaS data sourcing pipeline. • Human Intelligence: Perform human intelligence techniques such as managing multiple alternate personas, actor engagements, and social engineering in support of data recapture efforts. • Security Analysis: Participate in the drafting of research blogs and analytical products to support customers and business objectives. • Security Research: Participate in security research including investigation of threat actors, PhaaS, and other critical research in support of SpyCloud’s priorities.

• Data Collection: Locate, target and recapture data from Phishing-as-a-Service (PhaaS) kits using a combination of human intelligence and platform sourcing. • Data Analysis: Apply data science techniques to understand the quality of sourced data, in order to refine and improve the PhaaS data sourcing pipeline. • Human Intelligence: Perform human intelligence techniques such as managing multiple alternate personas, actor engagements, and social engineering in support of data recapture efforts. • Security Analysis: Participate in the drafting of research blogs and analytical products to support customers and business objectives. • Security Research: Participate in security research including investigation of threat actors, PhaaS, and other critical research in support of SpyCloud’s priorities.

Role Description SpyCloud is on a mission to make the internet a safer place by disrupting the criminal underground. This role is remote, however qualified candidates must be located in the DC Metro area. The Federal Regional Sales Director is a quota-carrying, direct-sales contributor who owns SpyCloud's revenue and relationships across an assigned territory of Federal Systems Integrator (FSI) and Defense Industrial Base (DIB) accounts. - Own the territory - Carry the number: Own quota, pipeline, and forecast for an assigned portfolio of Federal Systems Integrator and Defense Industrial Base accounts. - Build the account plans: Develop and execute strategic account plans that map each organization's business, security priorities, and federal programs to SpyCloud's value. - Generate new business: Prospect, qualify, and close net-new opportunities while maintaining a healthy multi-quarter pipeline well above quota coverage. - Sell-To: direct enterprise sales - Protect the integrator: Sell SpyCloud to assigned FSI/DIB organizations for their own identity threat protection. - Run complex cycles: Lead multi-stakeholder, multi-month sales cycles across security, IT, procurement, and program organizations through to signature and deployment. - Sell-Through: discover & source pull-through - Find the pull-through: Identify and source opportunities in which assigned accounts carry SpyCloud through to government customers. - Originate and hand off: Register and qualify Sell-Through opportunities, then coordinate with the responsible end-customer account team to advance them. - Shape the requirement: Engage integrators' capture and BD teams early to position SpyCloud into their solutions. - Executive relationships - Own the C-suite: Cultivate and expand trusted relationships with CIOs, CISOs, and business development leaders across assigned accounts. - Be a peer, not a vendor: Bring insight, threat context, and a point of view senior executives value. - Cross-functional execution - Bring the right team: Engage solutions engineering, channel/distribution, product, and marketing to advance and close deals. - Forecast with discipline: Maintain accurate CRM hygiene, pipeline, and forecasts. - Represent SpyCloud: Attend and work the industry, partner, and government events where these accounts engage. Qualifications - 10+ years of successful, quota-carrying sales to Federal Systems Integrators and the Defense Industrial Base. - Existing C-level relationships at target accounts — Lockheed Martin, RTX (Raytheon), Leidos, Northrop Grumman, Peraton, SAIC, Boeing. - Cyber and technology sales experience — selling cybersecurity, identity, threat intelligence, data, or related technology solutions. - Federal government sales experience — fluency with how the FSI/DIB ecosystem wins and delivers federal programs. - Both direct and channel/sell-through motions — a proven ability to sell to an organization and to source pull-through revenue through it. - Washington, D.C. metro residence (required). - Willingness to travel to assigned accounts, partner sites, and industry events - estimated up to ~50%. - Executive presence and consultative, value-based selling skills. - Bachelor's degree required (business, technology, or a related field) or equivalent professional experience. Requirements - Active Top Secret clearance, or must have held a Top Secret clearance held within the past 24 months. - U.S. citizenship is required for clearance eligibility. - Experience selling identity threat intelligence or SaaS-based cybersecurity into the federal and DIB markets. - An established network across the FSI/DIB capture, business development, and program communities. - Familiarity with Zero Trust (NIST SP 800-207), CSF 2.0, SP 800-53, and CIS v8. - Structured sales-methodology certification (MEDDIC/MEDDPICC, Challenger, or similar). - An advanced degree is a plus. Benefits - 401(k) with Employer Contribution - Health, Vision, and Dental Insurance - Health Savings Account (HSA) available with Employer Contribution - Employer Paid Life, Short-term, and Long-term Disability Insurance - Generous PTO Plan and 16 paid holidays per year

• Attain annual sales quota and quarterly targets. • Deliver regional bookings goals through prospecting, qualifying, selling, and closing enterprise client accounts. • Manage prospective customer relationships through all phases of the sales cycle. • Develop and nurture relationships with potential enterprise customers in the DACH region. • Develop and implement regional pipeline growth strategies. • Leverage all available resources, internal and external, to grow the regional pipeline of opportunities to 4x bookings goals or more. • Track customer information and provide continuous forecast and pipeline accuracy through diligent CRM upkeep. • Ensure accurate and timely updates to the CRM system. • Ensure regional bookings are clean and complete to meet Quote to Cash requirements. • Manage the end-to-end sales process, ensuring smooth transitions from quote to cash. • Report customer feedback and competitive analysis to appropriate company personnel. • Assist in product development by providing valuable market insights.