Sales Development Representative at OneSpan

United States - RemoteFull-timeRemoteMarketingPosted 14 days ago

About the Role

<div class="content-intro">At <a href="https://www.onespan.com/about/careers" target="_blank">OneSpan</a>, we specialize in digital identity and anti-fraud solutions that create exceptional and secure experiences.</div> Build pipeline. Break into new markets. Build your career.  OneSpan is hiring two experienced Sales Development Representatives to join our Demand Generation team and play a critical role in an executive-sponsored growth initiative focused on bringing new security solutions to market.  You'll be accountable for creating meaningful engagement within priority accounts, converting that engagement into meetings, and contributing directly to new-logo pipeline and ultimately revenue. You'll work across a tiered account strategy that combines targeted outbound prospecting, ABM programs and inbound demand, partnering closely with dedicated Account Executives and Demand Generation.  You'll initially develop deep expertise in financial services and FinTech, helping OneSpan expand its position in a market where security, authentication and customer experience are rapidly evolving. As our go-to-market motion expands, so will the markets, accounts and opportunities you can pursue.  The initiative has executive-level visibility and long-term growth ambitions. For someone who is commercially curious, data-driven, persistent and motivated by measurable results, this is an opportunity to have your work seen and your impact measured.  And we want this role to lead somewhere. SDRs sit within Marketing at OneSpan, providing exposure across the customer journey and opportunities to develop experience relevant to future roles in Sales, Marketing or Customer Success.  What success looks like  Within your first year, you'll be expected to:  <ul> <li>Create qualified new-logo pipeline: Make a measurable contribution to Security pipeline through disciplined prospecting, qualification and account development.  </li> <li>Contribute to revenue: Confirm the types of prospects for meetings, who can progress beyond the meeting and ultimately become customers. Our incentive model increasingly rewards contribution as opportunities advance through the funnel, with the greatest recognition for sourced opportunities that become closed-won revenue.  </li> <li>Penetrate priority accounts: Work strategically across tiered target accounts, engaging the right buyers and creating multiple paths into high-value organizations rather than relying on one contact or one channel.  </li> <li>Increase speed to engagement: Help reduce the time between a qualified lead entering our ecosystem and meaningful prospect engagement. </li> <li>Execute with discipline: Ensure qualified leads receive the right outreach, at the right time, with consistent follow-through throughout the entire cadence, not just the first touch. </li> <li>Improve the motion: Use engagement data, prospect feedback and what you're learning in the market to help Demand Generation and Sales continuously improve targeting, messaging and outreach. </li> <li>We care about activity because activity creates opportunities. But activity alone isn't the outcome. Pipeline and revenue are. </li> </ul> What you'll do  <ul> <li>You'll own prospecting and early-stage engagement across a defined portfolio of target accounts, with an initial focus on financial institutions and FinTech organizations. Working closely with dedicated Account Executives and the Demand Generation/ABM team, you will:  <ul> <li>Research target accounts, buying groups, decision-makers and potential business needs to identify where OneSpan can create value.  </li> </ul> <ul> <li>Execute predominantly outbound prospecting through phone, email, social and other relevant channels while responding quickly and thoughtfully to qualified inbound demand.  </li> </ul> <ul> <li>Engage stakeholders ranging from practitioners and technical influencers to senior decision-makers.  </li> </ul> <ul> <li>Use account tiering, intent and engagement signals to prioritize where your time is most likely to create business impact.  </li> </ul> <ul> <li>Personalize outreach based on the account, persona, business problem and stage of engagement rather than relying solely on generic sequences.  Qualify interest and uncover business needs, urgency, buying dynamics and relevant use cases before transitioning opportunities to Sales.  </li> </ul> <ul> <li>Work with Account Executives to develop account strategies and determine the best path into priority organizations.  </li> </ul> <ul> <li>Partner with Demand Generation and ABM to execute coordinated account plays and provide feedback on what's resonating in the market.  </li> </ul> <ul> <li>Work with Product Marketing to continuously build your understanding of our buyers, market, competitive environment, solutions and value propositions.  </li> </ul> <ul> <li>Maintain accurate CRM data and lead status so prospects receive appropriate follow-up and Sales and Marketing have a reliable view of account engagement.  </li> </ul> <ul> <li>Consistently execute complete outreach cadences and follow-up commitments.  </li> </ul> <ul> <li>Share prospect feedback, objections, competitive intelligence and emerging patterns with the broader GTM organization.  </li> </ul> <ul> <li>Measure your success not simply by meetings booked, but by the quality and progression of the opportunities you help create.  </li> </ul> </li> </ul> What you'll bring  We're looking for people who already understand the fundamentals of sales development and are ready for greater ownership.  You'll likely be successful here if you have:  <ul> <li>Previous experience in an SDR, BDR, inside sales or comparable prospecting role, ideally within B2B technology, SaaS, cybersecurity or another complex enterprise environment.  </li> <li>Demonstrated experience with outbound prospecting and target-account selling.  </li> <li>A track record of meeting or exceeding qualified-meeting, opportunity, pipeline or comparable commercial goals.  </li> <li>The ability to work independently and manage your own priorities. You'll have an experienced Demand Generation leader and strong GTM partners around you, but we're looking for people who don't need someone monitoring every call or telling them what to do next.  </li> <li>Strong account-research skills and the curiosity to understand a company's business before reaching out. </li> <li>Confidence engaging different personas and levels of seniority. </li> <li>The ability to listen for business problems rather than simply deliver a product pitch. </li> <li>Persistence and resilience. Enterprise prospecting requires thoughtful follow-through and comfort hearing “not now” or “no.”  Strong written and verbal communication skills. </li> <li>A data-driven mindset and willingness to adjust your approach based on what the results are telling you. </li> <li>Strong organizational discipline, particularly around CRM hygiene, lead management and follow-through. </li> <li>Coachability and the willingness to experiment, learn and improve. </li> <li>Experience with CRM, prospecting and sales-engagement technologies such as Salesforce, LinkedIn Sales Navigator, ZoomInfo, Salesloft, Outreach or comparable platforms. </li> <li>A bachelor's degree or equivalent professional experience is welcome, but demonstrated ability to do the work matters most. </li> </ul> Even better if you have <ul> <li>Experience selling or prospecting cybersecurity, identity, authentication, fraud prevention or related technologies.  </li> <li>Experience engaging financial institutions, FinTech organizations or other highly regulated industries.  </li> <li>Experience working within an ABM or tiered target-account model.  </li> <li>Experience partnering closely with both Marketing and Sales.  </li> <li>Familiarity with enterprise buying committees and multi-stakeholder sales cycles.  </li> </ul> A role designed to build your career  We view Sales Development as a place to develop commercial talent, not simply produce meetings.  Because this team sits within Marketing and works closely with Sales, you'll gain exposure to account strategy, ABM, demand generation, product marketing, field marketing and the broader customer journey.  As you demonstrate results and develop your skills, we'll work with you to understand where you want your career to go. That could ultimately be toward an Account Executive role in Sales, ABM or Demand Generation within Marketing, or an opportunity within Customer Success.  There isn't a predetermined timeline or guaranteed next role. What we can promise is exposure, development and the opportunity to demonstrate what you're capable of.  Why this role, and why now?  OneSpan is investing in bringing new security capabilities to market and expanding our reach into new-logo accounts. These SDR roles are being created as part of that investment.  You'll join while the motion is being built, giving you the opportunity not only to execute it, but to help make it better.  You'll work alongside experienced Sales and Marketing leaders, support an initiative with executive visibility, develop expertise in a rapidly evolving security market and have a direct line between the work you do and the business outcomes we're trying to create.  If you're looking for an BDR/SDR role where success means more than hitting an activity number, we'd like to meet you.  Salary: $65,000- $75,000 (depending on experience and qualifications) + commission #LI-HW! #LI-Remote

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