• Source and research ideal accounts based on ICP (industries, headcount, revenue, tech stack) • Identify decision-makers and create accurate contact lists • Craft and execute personalized outbound sequences via email, LinkedIn, and phone • Book qualified discovery calls for AEs • Maintain clean records in Salesforce and SalesLoft • Work with the sales team to test messaging, optimize targeting, and tighten feedback loops • Track KPIs weekly (emails sent, open rates, reply rates, meetings booked, etc.) • Stay sharp on industry trends, client case studies, and our core service offerings

• Prospect qualified leads across assigned regions • Execute multi-channel outbound campaigns (email, LinkedIn, phone) • Book qualified discovery meetings for the AE team • Maintain clean, up-to-date records in HubSpot • Collaborate with sales and marketing to refine messaging • Provide feedback from the field to improve pitch, and objection handling

• Conduct outbound prospecting via cold calls, emails, and LinkedIn to generate new leads • Target logistics, freight, and supply chain companies in French-speaking regions • Qualify inbound and outbound leads based on client criteria • Schedule high-quality discovery calls and product demos • Maintain accurate records of activities and pipeline in CRM systems (e.g., HubSpot, Salesforce) • Collaborate closely with Account Executives and Sales Managers • Meet and exceed monthly KPIs (calls, emails, meetings booked)

Title: Sales Development Specialist Location: Landeshauptstadt München, DEU Hybrid Job Description: About Zscaler Zscaler accelerates digital transformation to ensure our customers can be more agile, efficient, resilient, and secure. As an AI-forward enterprise, we are constantly pushing the envelope, leveraging the world’s largest security data lake to power our cloud-native Zero Trust Exchange platform. This innovation protects our customers from cyberattacks and data loss by securely connecting users, devices, and applications in any location. Here, impact in your role matters more than title and trust is built on results. We say, impact over activity. We seek innovators who actively use AI to amplify their impact and who thrive in an environment where we leverage intelligent systems to stay ahead of evolving threats. We believe in transparency and value constructive, honest debate—we’re focused on getting to the best ideas, faster. We build high-performing teams that can make an impact quickly and with high quality. To do this, we are building a culture of execution centered on customer obsession, collaboration, ownership, and accountability. We value high-impact, high-accountability with a sense of urgency where you’re enabled to do your best work and embrace your potential. If you’re driven by purpose, thrive on solving complex challenges, and want to be part of the team that’s helping to secure the AI age, we invite you to bring your talents to Zscaler and help shape the future of cybersecurity. Role We are looking for Sales Development Representative in Germany reporting to the Sales Development Manager in the Sales and Go-to-Market department. The Zscaler Sales and Go-to-Market team is a global group of professionals passionate about delighting customers, nurturing trusted partnerships, and sharing expertise to drive a secure, cloud-enabled digital future. This role is crucial in further cementing our position as the world leader in cloud security by actively engaging and qualifying prospective clients. What you’ll do (Role Expectations) - Research and prospect into organisations by email, calling, networking, and creative means to guide early-stage pipelines. - Profile, qualify, and schedule well-qualified appointments with key decision-makers within global 2000 or "targeted" companies. - Work closely with sales and sales engineering teams in the development of strategic sales approaches. - Research customers, identify decision-makers, educate prospects, and qualify buying interest. - Use a CRM to maintain accurate activity, contact, and account information for all customers and prospects. Who You Are (Success Profile) - You are a proactive self-starter with a strong drive to identify and create new business opportunities. - You possess excellent communication and interpersonal skills, comfortable engaging with diverse stakeholders. - You are highly results-oriented, consistently striving to meet and exceed appointment setting targets. - You are meticulous and organized, ensuring accurate data management and strategic prospecting efforts. - You are curious about technology, eager to understand and articulate complex cloud security solutions. What We’re Looking for (Minimum Qualifications) - 1 year of experience working in a sales position or similar. - Fluent Business level Spanish and Portuguese. - Ability to demonstrate an aptitude for technology. - Business fluency in German What Will Make You Stand Out (Preferred Qualifications) - You thrive in ambiguity. You're comfortable building the path as you walk it. You thrive in a dynamic environment, seeing ambiguity not as a hindrance, but as the raw material to build something meaningful. - You act like an owner. Your passion for the mission fuels your bias for action. You operate with integrity because you genuinely care about the outcome. True ownership involves leveraging dynamic range: the ability to navigate seamlessly between high-level strategy and hands-on execution. - You are a problem-solver. You love running towards the challenges because you are laser-focused on finding the solution, knowing that solving the hard problems delivers the biggest impact. - You are a high-trust collaborator. You are ambitious for the team, not just yourself. You embrace our challenge culture by giving and receiving ongoing feedback—knowing that candor delivered with clarity and respect is the truest form of teamwork and the fastest way to earn trust. - You are a learner. You have a true growth mindset and are obsessed with your own development, actively seeking feedback to become a better partner and a stronger teammate. You love what you do and you do it with purpose. #LI-Hybrid At Zscaler, we are committed to building a team that reflects the communities we serve and the customers we work with. We foster an inclusive environment that values all backgrounds and perspectives, emphasizing collaboration and belonging. Join us in our mission to make doing business seamless and secure. Our Benefits program is one of the most important ways we support our employees. Zscaler proudly offers comprehensive and inclusive benefits to meet the diverse needs of our employees and their families throughout their life stages, including: - Various health plans - Time off plans for vacation and sick time - Parental leave options - Retirement options - Education reimbursement - In-office perks, and more! By applying for this role, you adhere to applicable laws, regulations, and Zscaler policies, including those related to security and privacy standards and guidelines. Zscaler is committed to providing equal employment opportunities to all individuals. We strive to create a workplace where employees are treated with respect and have the chance to succeed. All qualified applicants will be considered for employment without regard to race, color, religion, sex (including pregnancy or related medical conditions), age, national origin, sexual orientation, gender identity or expression, genetic information, disability status, protected veteran status, or any other characteristic protected by federal, state, or local laws. Pay Transparency Zscaler complies with all applicable federal, state, and local pay transparency rules. Zscaler is committed to providing reasonable support (called accommodations or adjustments) in our recruiting processes for candidates who are differently abled, have long term conditions, mental health conditions or sincerely held religious beliefs, or who are neurodivergent or require pregnancy-related support.