• Generate new business opportunities through inbound and outbound prospecting, including email, phone, social channels, events, and campaigns. • Identify, research, and qualify prospective clients by understanding their needs, challenges, and readiness to engage with sales. • Create and execute outreach sequences, including personalized email campaigns and cold-calling to map and penetrate accounts. • Engage existing customers as needed to identify cross-sell or expansion opportunities across a defined segment or product (as applicable to the team). • Educate and nurture leads to progress them toward a qualified meeting or next step in the buyer journey. • Maintain accurate and up-to-date lead and activity data in CRM and sales engagement tools. • Collaborate with Account Executives to ensure smooth and effective handoff of qualified opportunities. • Partner with Sales, Marketing, and other teams to continuously refine lead-generation processes, messaging, and workflow improvements. • Achieve or exceed monthly and quarterly targets for qualified meetings, Sales Qualified Opportunities, and pipeline contribution. • Participate in ongoing training, coaching, and skill development.

• Initiate new business relationships by prospecting and setting up meetings for our Account Executive team • Reach out to warm leads provided by our Marketing team, via phone/email/LinkedIn • Collaborate with your team and Account Executives on how to prospect in fresh and innovative ways • Get creative and design targeted campaigns to reach out to cold prospects in your territory • Track your leads in Salesforce, record detailed notes and book new initial meetings • Be ready for new opportunities – working trade shows & organizing/attending onsite meetings • Build a positive team spirit and recognize your peers for being awesome

This description is a summary of our understanding of the job description. Click on 'Apply' button to find out more. Role Description We are looking for a Sales Development Lead Americas to build, lead, and scale our US & LATAM based SDR team. This role is critical in driving pipeline generation, improving outbound effectiveness, and aligning SDR execution with SOCRadar’s go-to-market strategy. You will own SDR performance, coaching, process optimization, and close collaboration with Sales, Marketing, and Revenue leadership. Team Leadership & Management - Recruit, onboard, and manage a high-performing team of SDRs (outbound & inbound). - Set clear performance expectations, KPIs, and activity targets. - Coach SDRs on discovery, qualification, objection handling, and messaging. - Conduct regular 1:1s, call reviews, and performance feedback sessions. Pipeline & Revenue Impact - Own pipeline generation targets for the US & LATAM region. - Ensure consistent delivery of qualified meetings (SQLs) for Account Executives. - Track conversion metrics from lead → meeting → opportunity. - Improve outbound effectiveness across email, calls, LinkedIn, and events. Process & Strategy - Build scalable SDR processes, playbooks, and cadences. - Partner with Marketing on ICP definition, campaigns, and lead quality. - Collaborate with Sales leadership on territory planning and account strategy. - Leverage CRM and sales tools for reporting and optimization. Enablement & Continuous Improvement - Drive ongoing SDR enablement around: - Cybersecurity messaging. - SOCRadar products (CTI, ASM, DRP). - Competitive positioning. - Analyze data to identify gaps, trends, and improvement opportunities. - Implement best practices for outbound sales in enterprise and mid-market segments. Qualifications - 5+ years of experience in Sales Development / Inside Sales. - 2+ years of experience managing SDR or BDR teams. - Strong background in B2B SaaS, preferably cybersecurity or enterprise software. - Proven track record of building pipeline and exceeding targets. - Experience working closely with Account Executives and Sales Leadership. - Strong command of CRM and sales engagement tools. - Excellent communication, coaching, and leadership skills. Preferred Qualifications - Experience prospecting to enterprise or mid-market customers in the US. - Familiarity with cybersecurity concepts (Threat Intelligence, SOC, SIEM, MSSP). - Experience scaling SDR teams in a fast-growing startup environment. - Data-driven mindset with strong analytical skills.

• Lead the setup and standardization of core commercial systems, with an initial focus on CRM (i.e., Salesforce), pipeline structure, forecasting, and data hygiene. • Define and document end-to-end commercial workflows, including lead management, opportunity stages, pricing and discount governance, and partner engagement. • Partner with Sales Operations, IT, Customer Service, and external vendors to ensure systems support real-world selling behavior. • Identify and help resolve foundational infrastructure gaps (e.g., fragmented customer data, inconsistent communication tools, reliance on personal phone lines). • Establish clear ownership, usage standards, and governance for commercial systems. • Identify and evaluate new business opportunities aligned with company strategy (partners, services, channels, or market expansion). • Support early-stage opportunity development, including market assessment, value proposition definition, and commercial feasibility. • Help leadership prioritize opportunities based on strategic fit and execution complexity. • Support pilots and proof-of-concept initiatives in collaboration with Sales, Product, and Operations. • Capture learnings and translate them into scalable commercial motions. • Define handoff criteria from opportunity development to enablement-ready execution.