Sales Development Representative

OPSWAT, a global leader in IT, OT, and ICS critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.

The Position

The Sales Development Representative (SDR) drives enterprise pipeline growth for OPSWAT’s cybersecurity solutions, including critical infrastructure protection, OT/IT security, and zero trust access, by identifying, researching, and engaging senior-level decision-makers across target accounts and verticals. Working closely with Account Executives and Marketing, the SDR owns territory-level prospecting strategy, lead qualification, and outreach execution from initial contact through a qualified meeting. This role requires strong analytical ability, professional communication, and fluency across modern sales technology including AI-powered tools, CRM platforms, and sales engagement software.

What You Will Be Doing

Territory & Account Strategy

• Own prospecting strategy for assigned territories and verticals, including market segmentation, account prioritization, and targeting approach.
• Build and maintain targeted prospect lists using ZoomInfo, LinkedIn Sales Navigator, AI-powered research tools, and other intelligence platforms.
• Map buying committees and identify VP- and C-level stakeholders within enterprise accounts, determining the most effective multi-threaded engagement approach for each.
• Partner with Account Executives on named account planning and ABM/ABS strategies across U.S. and international target markets.

Lead Qualification

• Conduct qualification calls with inbound and outbound leads to assess fit based on budget, authority, need, and timeline. The SDR makes the call to advance or disqualify without requiring AE sign-off.
• Evaluate each opportunity and determine the right next step: advance to a discovery meeting, continue nurturing, or remove from pipeline.
• Schedule high-quality discovery meetings for Account Executives, ensuring only well-qualified opportunities are passed through.

Outreach & Messaging

• Personalize outbound messaging by vertical, region, persona, and how OPSWAT’s solutions address each prospect’s specific environment and challenges.
• Execute multi-channel outbound activity (phone, email, LinkedIn) using SalesLoft, tailoring channel mix, timing, and content to each account.
• Analyze outreach performance and iterate on messaging, cadence, and targeting to improve results.

Market Intelligence & GTM Contribution

• Monitor the competitive landscape, buyer trends, and vertical dynamics, sharing insights and recommendations with Sales and Marketing to refine targeting and messaging strategy.
• Represent OPSWAT as the first point of contact for enterprise prospects, establishing credibility with senior stakeholders from the first interaction.
• Contribute to campaign planning and strategy discussions, bringing pipeline data and prospect feedback that shapes go-to-market decisions.
• Attend and represent OPSWAT at industry events.

CRM & Performance

• Maintain accurate records of prospect interactions, qualification details, and pipeline activity in CRM (SugarCRM or equivalent) and HubSpot.
• Track and analyze personal performance metrics (meetings booked, pipeline influenced, engagement rates) and use that data to drive improvement.
• Leverage AI-powered automation tools to scale personalized outreach without sacrificing the quality required for enterprise-level engagement.

What We Need From You

• Experience in a Sales Development, BDR, or inside sales role focused on enterprise prospecting.
• Previous experience in cybersecurity or a related technology sector is a plus.
• Track record of engaging VP- and C-level decision-makers in complex, multi-stakeholder organizations.
• Experience building and executing account-based or territory-level prospecting strategies.
• Proficiency with HubSpot, SalesLoft, ZoomInfo, LinkedIn Sales Navigator, and AI-powered prospecting tools; familiarity with SugarCRM or similar CRM platforms a plus.
• Ability to craft personalized, research-driven outreach tailored to vertical, region, and buyer persona.
• Strong analytical and communication skills; comfortable presenting insights and recommendations to leadership.
• Resilient, curious, and coachable, driven to improve, and comfortable working through ambiguity.
• Ability and willingness to travel occasionally for industry events and prospect engagements.

WHY OPSWAT

• Work on a product that genuinely matters. OPSWAT protects critical infrastructure across energy, defense, finance, and government sectors worldwide.
• A team that invests in you. You’ll be supported by experienced AEs, a collaborative marketing team, and leadership that understands what it takes to develop great salespeople.
• Room to grow. Strong performers have a clear path into full-cycle sales or other areas of the business.