Who is Tenable?
Tenable® is the Exposure Management company. Over 40,000 organizations around the globe rely on Tenable to understand and reduce cyber risk. Our global employees support 65 percent of the Fortune 500, 50 percent of the Global 2000, and large government agencies.
Responsibilities
We are seeking a resilient, coachable and motivated Sales Development Representative to support our UKIZA enterprise sales team. In this role, you will be responsible for generating new business via outbound/cold calling prospecting and MEDDPICC qualification, other than inbound follow ups, specifically targeting the enterprise and public sector segment.
•Prospect into enterprise-level accounts to uncover and drive top-of-funnel opportunities and six figures deals.
•Execute high-volume outreach by making 30+ calls per day and 300 emails a week to inbound and outbound prospects.
•Apply rigorous qualifying criteria during discovery using the MEDDPICC framework and open-ended, exploratory questions to identify prospect pain points and align them with Exposure Management messaging.
•Generate a minimum of 10 qualified opportunities per month, focusing on organising high-quality discovery meetings for the sales team that are thoroughly vetted and primed to advance to Stage 5 (Solution Validation Process).
•Collaborate strategically with Territory Managers to execute Account-Based and targeted attack plans, driving proactive business development within greenfield accounts to acquire new logos and ensuring the seamless hand-off of fully qualified opportunities.
•Collaborate with Marketing on ABM initiatives and leverage product specialist messaging to execute highly targeted campaigns driven by the latest market news and industry trends.
•Manage and update contacts and leads within the CRM, actively researching target accounts and identifying regional industry trends.
•Present pipeline results during quarterly business reviews to drive accountability.
Requirements
•1-2 years of experience in sales or a similar client support role.
•Bachelor's degree.
•Computer proficiency with experience using Salesforce.com, Demandbase, LinkedIn Sales Navigator, Cognism and sales enablement tools such as Groove and SalesLoft.
•Proficiency in leveraging AI tools (such as Gemini and Claude) to enhance account research, outreach quality, and daily productivity.
•A naturally curious and research-driven individual, with a genuine interest in continuous learning, cybersecurity news, technology developments and industry trends.
•Outstanding oral and written communication skills.
•A detail-oriented profile, capable of accurate work with minimal supervision in a fast-paced environment.
Conditions
•A Culture of Coaching: We are deeply invested in SDR development. You will receive regular 1:1 mentorship and participate in collaborative group coaching sessions designed to elevate your sales skills.
•"Win As One" Culture: You are joining a highly collaborative EMEA SDR team where we share tactics, celebrate wins and support each other's growth.
•Clear Career Trajectory: We focus on developing our SDRs to take the next step in their sales careers.
•Autonomy: A trusting, forward-thinking environment that empowers you to execute your strategies.
