Manager, Sales Development Representative (Global)
Barcelona, Spain
Sales - Sales Operations & Reporting & BI – Sales Operations & Reporting & BI /
Full-Time /
Remote
Are you passionate about technology and enjoy explaining complex solutions in a way that everybody gets excited? If so, read on!
About Picus
Picus Security is a place where exceptional people gather to do their best work. We convert new ideas to exceptional solutions and great customer experiences. Bring passion and dedication to your job and there's no telling what you could accomplish. Join Picus to become part of our talented team!
Picus Security pioneered Breach and Attack Simulation (BAS) technology in 2013. Today Picus is recognized as a Cool Vendor in Security and Risk Management by Gartner in 2019, a leading vendor in BAS Market by Frost & Sullivan in 2022, and most recently a Gartner Peer Insights Customers’ Choice for BAS Tools with a 95% recommendation by customers. Picus is a Series-B startup supported by reputable private equity and venture capital organizations including Mastercard, Turkven, Earlybird Capital, ACT and Endeavor Catalyst.
The Picus Security Validation Platform helps CISOs and security teams gain visibility over their security posture by continuously validating their security controls and their SIEM/SOC tools, and remediating any potential exposure rapidly with our foundational Breach and Attack Simulation technology.
About The Job
Picus requires a Manager, Sales Development Representative (SDR) to build and manage our global SDR team and program. You should be able to display a career path that has grown from a Sales Development Representative, where you have built up a strong technical skill set, through to a leadership/management role, where you have displayed the ability to build, manage and execute an SDR program.
This Manager, Sales Development Representative role, to begin will be a player/coach role, so we are looking for someone who still enjoys being in the day to day and can be hands-on with the team, but at the same time, has a strategic mindset to deliver a comprehensive SDR program. You will work closely with our regional leadership team across the Americas, EMEA and APAC, to build out a successful team structure that will deliver the right messaging, target the right people, and provide the right results.
This role will suit someone who enjoys working in a scale-up environment, who is passionate about what they do and who can bring ambition, motivation and humility with a winning mentality.
What You'll Do
- Align with the Leadership team to build and develop a global SDR team as Picus grows (Team of 5 SDRs to begin)
- Mentor and develop the SDR team with hands-on involvement, leading by example to deliver a comprehensive SDR onboarding program with ongoing refinement of pitches and outreach language/messages to deliver performance outcomes.
- Build and maintain process, playbooks, and day-to-day best-practices to foster regional excellence and deliver SDR performance within SLAs. (ie. messages, templates, approaches, conversion targets, performance management on SDRs etc).
- Set, track and analyze performance metric. Generate reporting on a weekly and monthly basis to share with leadership, with a focus on targets and KPI attainment.
- Collaborate closely with the sales and channel teams to align on objectives, customer introductions and outcomes as a strategic partner.
- Coordinate with Marketing to ensure consistency in outreach messaging and optimize email templates for outreach based on campaign and/or lead lifecycle stage.
- Build an open communication environment for the team that promotes camaraderie and success.
- Work with the People & Culture team to identify and manage effective recruitment sources, such as universities, to build a talent pipeline, build a career development
- Oversee the compensation plans for the sales development representatives.
What You Have
- Proven work experience as an Inside Sales Manager / Manager, Sales Development Representative with at least 5 years experience selling SaaS solutions
- Experience running global SDR teams and/or an understanding of cultural differences
- Hands on experience with Salesforce, Outreach/SalesLoft, LinkedInNavigator, and MS Excel/Google Sheets
- In-depth knowledge of B2B sales processes and experience selling cybersecurity products
- Excellent communication and team management skills
- Strong analytical & organizational capabilities
- Interest in people and their career development
Working at Picus
Fascinating work - a chance to shape and lead an exciting, fast-growing cyber security segment. Security Validation is a concept that helps organizations evaluate their security posture in a continuous, automated, and repeatable way. This approach allows for the identification of imminent threats, provides recommended actions, and produces valuable metrics about cyber-risk levels.
Unlimited opportunity! We are growing. At Picus, you'll be provided with as much responsibility as you can handle - new career development opportunities constantly arise given our rate of growth.
Global exposure - Get a lot of experience working not only in a fast-growing startup but also interact with customers all around the world.
Be part of a global team that’s located in Turkey, UK, US, UAE, Italy, Singapore, India and Brazil.
We are an equal opportunity employer, and all qualified applicants will receive consideration for employment without regard to age, sex, race, color, national origin, religious belief, gender or gender reassignment, sexual orientation, marriage or civil partnership, pregnancy and maternity, disability, protected veteran status, or any other characteristic protected by International law. Upon conditional offer of employment, candidates are required to complete reference and identity checks in line with local labor laws and as per the Company’s employment policy.
