Sales Development Representative, Blackhat

This role is based in our5 Howick Place office.
We're looking for a dynamic Sales Development Representative (SDR) to join our growing global sales team selling across the Black Hat portfolio. In this role, you'll support the selling of our premium sponsorship products into the cyber security community. You'll be the critical first point of contact for potential clients, responsible for qualifying inbound leads, generating outbound opportunities, and booking meetings to support pipeline growth and conversion. Your work will play a key role in expanding our reach and accelerating business growth in the competitive creative marketing intelligence space.
Key Responsibilities
Lead Generation & Pipeline Management
Build and manage a qualified pipeline of potential customers through strategic prospecting and research
Develop and implement targeted outreach strategies to identify decision-makers within prospect organizations
Maintain accurate records in our CRM system to ensure seamless handoffs to Sales Managers
Collaborate with marketing to leverage campaigns and events for lead generation
Conduct thorough research on prospects to personalize outreach and increase engagement rates
Inbound Lead Qualification
Respond promptly to inbound leads—qualify them and book product tour meetings
Conduct initial discovery calls to understand prospect needs and pain points
Assess prospect fit against ideal customer profile criteria
Articulate the value proposition of Black Hat to different stakeholders
Effectively communicate how our solutions address specific industry challenges
Performance & Reporting
Accurately forecast weekly and monthly performance metrics
Track and report on key performance indicators (KPIs) including calls made, emails sent, meetings booked, and conversion rates
Analyze performance data to continuously refine outreach strategies
Participate in regular pipeline reviews with sales leadership
Identify trends and opportunities to improve conversion rates
Sales Development
Overachieve on set KPIs to help drive your annual sales target
Develop a deep understanding of the Black Hat product suite and value proposition
Stay informed about industry trends, competitor offerings, and market developments
Collaborate with Sales Managers to ensure smooth transition of qualified leads
Participate in regular training to enhance product knowledge and sales techniques
Team Contribution
Actively promote and support diversity, equity, and inclusion within the team and in customer interactions
Share best practices and learnings with the broader sales organization
Contribute to a positive and collaborative team culture
Participate in team meetings and brainstorming sessions
Support company initiatives and represent the brand professionally at all times
1-3 years of experience in sales development, inside sales, business development, or lead generation roles
Proven track record of meeting or exceeding sales targets and KPIs
Sales & Business Development Skills
Demonstrated ability to generate and qualify leads through both inbound and outbound prospecting methods
Strong cold calling and email outreach capabilities with proven success rates
Experience conducting discovery calls and needs-assessment conversations
Ability to articulate complex value propositions to technical and business stakeholders
Understanding of sales methodologies (e.g., BANT, MEDDIC, Challenger Sale) and qualification frameworks
Track record of building and managing sales pipelines effectively
Desired Qualifications
Core Competencies
Exceptional communication skills – both written and verbal, with ability to engage diverse audiences
Active listening abilities to understand prospect needs and pain points
Resilience and persistence – comfortable with rejection and able to maintain motivation
Time management and organizational skills – ability to manage multiple priorities simultaneously
Self-motivated and goal-oriented with a competitive drive to succeed
Analytical mindset – comfortable working with data, metrics, and performance analytics
Interpersonal & Professional Attributes
Collaborative team player who shares knowledge and supports colleagues
Adaptability and flexibility in a fast-paced, evolving sales environment
Professional demeanor with strong business acumen and executive presence
Curiosity and continuous learner – eager to develop product expertise and sales skills
Cultural awareness and sensitivity – committed to diversity, equity, and inclusion principles
Integrity and ethical approach to sales and customer relationships
Performance Indicators
Proven ability to consistently achieve or exceed quota (e.g., meetings booked, pipeline generated)
Experience managing high-volume outreach (50+ calls/day, 100+ emails/week)
Track record of high conversion rates from lead to qualified opportunity
Demonstrated accuracy in forecasting and pipeline management
History of rapid ramp-up in previous sales roles
Additional Requirements
Work Style & Environment
Ability to work in a global team environment across multiple time zones
Comfortable with remote or hybrid work arrangements (if applicable)
Willingness to participate in ongoing training and professional development
Availability for occasional travel to company events, conferences, or team meetings
Flexibility to adjust schedule to accommodate prospect availability and global markets

Employment type
Full-time

Work arrangement
No