Commercial Sales Development Representative

About Delinea:
Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure.

Position Summary:

The Commercial Sales Development Representative (C-SDR) at Delinea is a full-time, hybrid, position based at our Boston location (100 Summer Street). As an entry-level position, this role serves as a vital connection between our Sales and Marketing teams, focusing on generating and qualifying leads to create business opportunities. The Commercial SDR is responsible for initiating communication with potential customers, understanding their needs, and setting the stage for a successful sales process.

What You’ll Do:

1. Prospecting and Lead Generation: Proactively reach out to potential customers through phone (80%), email, and LinkedIn to identify and qualify new business opportunities.

2. Lead Qualification: Process and qualify inbound leads to generate sales opportunities, ensuring alignment with Delinea's sales goals.

3. Pipeline Development: Execute a minimum of 75+ outbound activities daily, including calls and emails, to build and maintain a strong pipeline of qualified leads.

4. Research and Relationship Building: Conduct thorough research to gather account intelligence, identify key stakeholders, and build relationships with IT decision-makers.

5. Collaboration: Partner closely with the Sales team to develop and refine go-to-market strategies, ensuring a seamless handoff of qualified leads.

6. Learning and Development: Continuously enhance your knowledge of Delinea’s product offerings and the cybersecurity industry through internal e-learning platforms.

7. Data Management: Keep accurate records of all sales activities in CRM tools (Salesforce) and Prospect Engagement systems (SalesLoft) to monitor progress and success.

Location:

1. This position is hybrid in-office 3 days a week and based at Delinea's Boston office located at 100 Summer Street. Full time remote work or telecommuting is not available for this role.

What You’ll Bring:

1. Educational Background: Bachelor’s degree or equivalent practical experience.

2. Communication Skills: Strong verbal and written communication skills with the ability to effectively engage with decision-makers.

3. Drive and Motivation: A strong desire to learn and grow in a sales role, with a goal-oriented and data-driven mindset.

4. Technological Proficiency: Basic understanding of CRM systems, with a preference for familiarity with Salesforce or similar platforms.

You’ll Stand Out If You Have:

1. Industry Knowledge: Exposure to technology sales, customer service, or a related field through internships or work experience.

2. Sales Techniques: Familiarity with sales approaches such as cold calling, personalized messaging, or pipeline management.

3. Adaptability: An eagerness to quickly learn and apply new concepts, especially in a dynamic, technology-driven environment.

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

• We invest in people who are smart, self-motivated, and collaborative.

• What we offer in return is meaningful work, a culture of innovation and great career progression.

At Delinea, our core values are STRONG and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.