Sales Development Representative (SDR) - Cyber Risk Solutions

Sales Development Representative (SDR) - Cyber Risk Solutions

Location: United States/Remote

About Quantara AI

Quantara AI helps enterprises identify, quantify, prioritize, and communicate cyber risk in business terms. Our platform combines Cyber Risk Quantification, Continuous Threat Exposure Management, control monitoring, and executive risk intelligence to help organizations focus on their most significant exposures, demonstrate the value of cybersecurity investments, and communicate risk effectively from security teams to the boardroom.

About the Role

We are seeking an experienced, self-driven Sales Development Representative to build qualified enterprise pipeline across cybersecurity, risk, and GRC buyers. This is an outcome-focused role for someone who can independently research target accounts, identify the right stakeholders, build credible relationships, and create qualified opportunities with senior enterprise leaders. The ideal candidate has a proven record of generating enterprise SaaS pipeline, is comfortable engaging executives, and can operate effectively in a fast-moving, early-stage environment.

Key Responsibilities

Pipeline Generation

• Build qualified pipeline across assigned enterprise accounts and market segments.
• Consistently meet or exceed targets for qualified meetings, accepted opportunities, and pipeline generated.
• Own the prospecting process from account identification through qualified discovery meetings.
• Prioritize opportunity quality, relevance, and conversion over activity volume.

Account Research and Engagement

• Research target organizations, strategic priorities, security initiatives, leadership changes, and relevant market signals.
• Identify and engage CISOs, cybersecurity executives, risk leaders, GRC stakeholders, and other members of the buying group.
• Develop account-specific messaging and engagement strategies.
• Execute coordinated outreach across email, LinkedIn, professional networks, events, and sales engagement platforms.

Executive Relationship Development

• Build credible relationships with senior cybersecurity and risk leaders.
• Communicate Quantara AI’s value clearly in business terms.
• Lead effective initial conversations to understand priorities, challenges, and potential areas of alignment.
• Use a consultative, value-based approach rather than generic or scripted outreach.

Qualification and Opportunity Development

• Qualify prospects based on business need, priority, stakeholder access, timing, and potential value.
• Identify relevant use cases and establish clear next steps.
• Document account context, stakeholders, challenges, and discovery findings.
• Provide informed handoffs to Account Executives and company leadership.

Sales Execution and Improvement

• Use modern research, sales intelligence, automation, and engagement tools to improve targeting and personalization.
• Test and refine messaging, sequences, and account strategies.
• Share prospect feedback, objections, competitive insights, and market trends.
• Help improve Quantara AI’s outbound playbook and go-to-market execution.

CRM and Performance Management

• Maintain accurate records of contacts, activities, conversations, and next steps.
• Manage follow-ups with consistency and urgency.
• Track performance across meetings, conversion rates, accepted opportunities, and pipeline generated.
• Use performance data to continuously improve results.

Qualifications

• 3–6 years of experience in sales development, business development, or enterprise outbound sales, preferably within cybersecurity, GRC, risk management, cloud, data, or enterprise SaaS.
• Proven success generating qualified pipeline and consistently meeting or exceeding opportunity and pipeline targets.
• Experience building relationships with CISOs, Chief Risk Officers, cybersecurity executives, GRC leaders, and other director-, vice president-, and C-level stakeholders.
• Strong executive communication, account research, discovery, qualification, and relationship-development skills.
• Existing relationships within the cybersecurity, enterprise risk, GRC, consulting, or CISO community are highly desirable.
• Experience with CRM, sales intelligence, and engagement platforms such as HubSpot, Salesforce, Apollo, and LinkedIn Sales Navigator.
• Ability to work independently, prioritize effectively, and take ownership of results in an early-stage or founder-led sales environment.
• Familiarity with cyber risk quantification, exposure management, CTEM, compliance, or enterprise risk management is preferred.

What Success Looks Like

• A focused pipeline of high-priority enterprise accounts and executive contacts.
• Consistent, qualified meetings with relevant decision-makers.
• Strong conversion from meetings to accepted sales opportunities.
• Repeatable account engagement strategies that generate measurable pipeline.
• Clear market feedback that improves messaging, targeting, and go-to-market execution.

Compensation

• Competitive base salary + commission structure aligned with industry standards.
• Opportunity to grow into Account Executive or Business Development roles.
• Open to Contract or Contract-to-Hire, with the potential for full-time conversion based on performance.