Sales Development Representative

Opti is the AI-native identity security platform, replacing manual, periodic access governance with continuous, automated control that deploys in hours, not months. Founded by repeat cybersecurity entrepreneurs and backed by top-tier VCs with $20M in funding, we're AWS's exclusive emerging IAM partner in the Security Hub Extended program.

About the role

We're looking for a Sales Development Representative to join Opti's growth marketing team and own the top of our pipeline. You'll work inbound, event, and webinar leads while building outbound lists and sequences, turning both into qualified meetings. Every meeting you book lands with our AEs, our VP Sales, or our Founders, so quality matters as much as volume. This role works US hours, so you're online when our buyers are.

This is a hands-on role where you’ll work side-by-side with marketing and sales, shape how we talk to CISOs and IAM leaders, and see the impact of your work on pipeline, fast. If you're driven, curious, and energized about turning a cold account into a real conversation, this role is for you.

Key responsibilities

Pipeline generation (core focus)

• Follow up quickly on inbound leads, including demo requests, MQLs, webinar and event leads, qualify them against our ICP, and book meetings.
• Prospect into US enterprise target accounts: build account and contact lists, then work multi-channel sequences across email, LinkedIn, and cold calls.
• Partner with field marketing on events: invite target prospects, book on-site meetings, and run structured follow-up afterward.
• Hand off qualified meetings to AEs, the VP Sales, and Founders with clear context, so no one walks into a first call cold.

Growth and marketing alignment

• Keep HubSpot clean: log every touch, keep lifecycle stages and lead statuses accurate, and build and maintain sequences.
• Research accounts and personas, including CISOs and IAM leaders, and surface trigger signals such as audits, hiring, M&A, or a new IAM initiative.
• Test new sequences, tools, and AI-assisted prospecting workflows to improve how we generate pipeline.

• 1-4 years of SDR or BDR experience in B2B SaaS, selling to senior US-based executives.
• Native English, written and spoken.
• Able to work US hours (afternoon and evening, Israel time). This is a must.
• Comfortable cold calling and handling rejection, with a proven track record of hitting meeting or pipeline targets.
• Hands-on experience with a CRM (HubSpot or Salesforce) and sales engagement tools such as Apollo, ZoomInfo, Outreach, or LinkedIn Sales Navigator.
• Comfortable using AI tools and workflows to research accounts and scale outreach.
• Thrives in a fast-paced, dynamic startup environment with shifting priorities.

Nice to have:

• Background in security, identity security, or IAM.
• Experience selling technical products to technical buyers such as CISOs, IT leaders, or IAM teams.
• Prior startup experience.