Sales Development Representative

The Role 

As a Sales Development Representative (SDR) at BlueCat, you will drive pipeline generation within a defined geographic territory. 

This is a quality-driven sales development role focused on building well-qualified opportunities that are positioned to advance through the sales cycle. 

You will engage inbound opportunities and execute strategic outbound outreach, lead thoughtful discovery conversations, create strong Stage 0 opportunities, and collaborate closely with Account Executives to ensure early-stage alignment and momentum. 

Once an opportunity is created, the Account Executive assumes ownership. However, you remain engaged to support opportunity momentum and assist with customer re-engagement when necessary. 

Success in this role is measured by opportunity progression and overall pipeline impact — not just activity levels. 

What You’ll Do 

Generate new pipeline within your assigned geographic territory 

Engage inbound leads and execute outbound outreach across organizations in your region, prioritizing opportunities based on strategic fit and potential impact 

Lead discovery conversations with technical leaders (Infrastructure, Network, Security) and senior decision-makers (Director, VP, and C-level where appropriate) 

Uncover business priorities, operational challenges, and buying dynamics 

Create well-qualified Stage 0 opportunities supported by defined business or technical drivers, identified decision-makers, timeline signals, and a clear next step 

Transition opportunities to the aligned Account Executive with strong context and documentation 

Maintain thorough and actionable notes in Salesforce, including discovery insights and agreed next steps 

Partner closely with Account Executives to maintain alignment and visibility into early-stage activity 

Monitor opportunity momentum and assist with re-engagement if progress stalls 

Contribute to improving conversion rates and overall pipeline health within your region 

What Success Looks Like 

Consistent creation of high-quality Stage 0 opportunities 

Strong conversion of SDR-created opportunities into Stage 1 and continued advancement 

Clear, actionable discovery documentation that enables efficient AE execution 

Effective collaboration and trust with Account Executives 

Proactive follow-through when opportunities lose momentum 

Disciplined CRM hygiene and thoughtful territory management 

What We’re Looking For 

We’re looking for individuals who want to build a long-term career in sales and thrive in a structured, collaborative environment. 

You are: 

Comfortable engaging both technical professionals and executive leaders 

Curious and able to connect technical challenges to business impact 

Thoughtful in how you qualify and document opportunities 

Accountable within a territory-based model 

Organized and disciplined in CRM usage 

Coachable and motivated to continuously improve 

Background 

1+ years of experience in sales, business development, or a customer-facing role 

Experience in B2B technology preferred 

Exposure to infrastructure, cybersecurity, networking, or SaaS is a plus 

Experience working within a geographic territory model is helpful 

Why This Role Matters 

Pipeline quality drives revenue predictability and sales velocity at BlueCat. 

The Sales Development Representative plays a critical role in shaping opportunities to enter and progress through the sales cycle. You will directly influence territory performance while gaining exposure across a diverse range of organizations within your region.