We are Bugcrowd. Since 2012, we’ve been empowering organizations to take back control and stay ahead of threat actors by uniting the collective ingenuity and expertise of our customers and trusted alliance of elite hackers, with our patented data and AI-powered Security Knowledge Platform™. Our network of hackers brings diverse expertise to uncover hidden weaknesses, adapting swiftly to evolving threats, even against zero-day exploits. With unmatched scalability and adaptability, our data and AI-driven CrowdMatch™ technology in our platform finds the perfect talent for your unique fight. We aim to create a new era of modern crowdsourced security that outpaces threat actors. Unleash the ingenuity of the hacker community with Bugcrowd, visit www.bugcrowd.com. Based in San Francisco and New Hampshire, Bugcrowd is supported by General Catalyst, Rally Ventures, Costanoa Ventures, and others.

Job Summary

As a Sales Development Representative (SDR) you will be on the forefront of growing and developing a new category within the cybersecurity industry. Being on the leading edge of this technical frontier provides you a rewarding experience and opportunity. You will play a critical role in fueling our sales pipeline by connecting with key stakeholders in priority accounts. You’ll work closely with Account Executives, Marketing, and RevOps to uncover and qualify high-value opportunities within our ICP accounts, and execute multi-touch outreach strategies. This is an individual contributor role ideal for someone who is motivated, enthusiastic, passionate about technology, curious about cybersecurity, and hungry to grow into a closing sales role. You’ll be on the front lines of our account-based strategy, helping top organizations discover the power of the crowd. Growth mindset wanted!

Essential Duties and Responsibilities

Achieve and exceed daily, weekly and monthly quotas of activity volume (50+ dials/day), pre-qualified meetings scheduled and held, new opportunities created, and newly generated pipeline and revenue
Own outbound prospecting into your designated segment ICP accounts in coordination with marketing and sales.
Prioritize outreach efforts based on intent data (e.g., 6sense 6QA accounts), AE-targeted lists, and tiering models.
Conduct thorough account research to identify the right personas and tailor personalized 1:1 outreach based on their needs.
Deliver multi-channel outreach (calls, emails, LinkedIn) using persona-specific messaging and established frameworks.
Qualify all accounts/contacts prior to scheduling an intro meeting with your AE. Validate qualification criteria on the meeting held with your AE.
Follow up on high-value inbound leads (e.g., demo requests, contact forms) with urgency and qualification discipline.
Collaborate with AEs and cross-functional teams to drive strategy, share feedback, iterate on messaging, and align on top targets.
Track activities and outcomes in Salesforce with high attention to detail and organization.
Proactively keep abreast of our industry and the technology landscape to ensure you are a trusted resource to prospects and customers
From time to time, assist in organizing territory events.

Knowledge, Skills, and Abilities

Strong desire to move into a closing role.
1+ year of outbound prospecting experience preferred, ideally in a B2B SaaS environment.
Ability to build relationships at all levels of an organization over phone and email.
Strong written and verbal communication skills; confident speaking with Director,VP, and C-level contacts.
High curiosity and willingness to learn about cyber sec., threat intelligence, and vulnerability mgmt
Proven ability to research accounts and personalize outreach based on buyer personas business initiatives
Strong organizational habits and time management; comfortable working in a fast-paced, target-driven environment, results-driven, and a proactive nature appreciated and rewarded.
Proficiency with Salesforce, LI Sales Navigator, Outreach, and/or similar sales tools preferred.
Resilience, grit, and a growth mindset—motivated by feedback, KPIs, and continuous improvement.

Working Conditions & Physical Requirements

The ideal candidate must be able to complete all physical requirements of the job with or without reasonable accommodation.

Sitting and / or standing - Must be able to remain in a stationary position 50% of the time

Carrying and / or lifting - Must be able to carry / move laptop as needed throughout the work day.

Environment - hybrid in the office and work-from-home.

Pay Range Disclosure

At Bugcrowd, we strive for fairness, equality and to create an environment that allows our people to perform at their very best. Our compensation philosophy is to foster a collaborative community that rewards, attracts and retains the best possible talent. The provided salary details are based on US national averages and we retain the flexibility to tailor to the needs of the business.

The national estimate for the current base range for the position of Sales Development Representative is: $44,160 - $60,720.

This position may also be eligible to participate in a discretionary bonus program or commission plan, subject to the rules governing the program, whereby an award, if any, depends on various factors, including, without limitation, individual and organizational performance.

Culture

At Bugcrowd, we understand that diversity in the workplace is vital to a company’s success and growth. We strive to make sure that people are included and have a sense of being part of making Bugcrowd not only a great product but a great place to work.
We regularly hear from both customers and researchers that Bugcrowd feels like a family, and we strive to maintain that internally as well.
Our team consists of a broad range of people: musicians, adventure sports junkies, nature lovers, parents, cereal enthusiasts, night owls, cyclists, artists—you get the point.

At Bugcrowd, we are solving security threats and vulnerabilities that are relevant to everyone, therefore we believe solving these problems takes all kinds of backgrounds. We value the perspectives and experiences people from underrepresented backgrounds bring.

Disclaimer

This position has access to highly confidential, sensitive information relating to the technologies of Bugcrowd. It is essential that the applicant possess the requisite integrity to maintain the information in the strictest confidence.

The company is authorized to obtain background checks for employment purposes under state and federal law. Background checks will be conducted for positions that involve access to confidential or proprietary information (including trade secrets).

Background checks may include Social Security verification, prior employment verification, personal and professional references, educational verification, and criminal history. Applicants with conviction histories will not be excluded from consideration to the extent required by law.

Any personal data you submit in connection with your application will be processed in compliance with Bugcrowd's Privacy Policy, which you may review here: https://www.bugcrowd.com/privacy.

Equal Employment Opportunity:

Bugcrowd is EOE, Disability/Age Employer.

Individuals seeking employment at Bugcrowd are considered without regards to race, color, religion, national origin, age, sex, marital status, ancestry, physical or mental disability, veteran status, gender identity, or sexual orientation.

Bugcrowd is committed to the full inclusion of all qualified individuals. In keeping with our commitment, Bugcrowd will take the steps to assure that people with disabilities are provided reasonable accommodations. Accordingly, if reasonable accommodation is required to fully participate in the job application or interview process, to perform the essential functions of the position, and/or to receive all other benefits and privileges of employment, please contact HR at ADA at bugcrowd.com.

Apply at: https://www.bugcrowd.com/about/careers/

Sales Development Representative

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About the role