Sales Development Representative

HUMAN is redefining the traditional SDR function. This is not a high-volume, task-based role focused on sending emails and qualifying inbound leads. Instead, this position is designed for a more strategic, analytical, and growth-oriented individual who wants to operate as a true business partner to Sales. As a Sales Development Representative (SDR), you will be responsible for managing the full sales cycle—discovery through close—for approved inbound accounts that may not be our Ideal Customer Profile (ICP), as well as executing controlled coordinated outbound and follow-up activities on select leads and accounts that are in the Ideal Customer Profile (ICP). You’ll work alongside AI-powered tools and data-driven insights to execute highly targeted campaigns, while developing the foundational skills needed to grow into an Account Executive role. You will work closely with Sales Engineers, Field Sales, Marketing Ops, and RevOps to drive pipeline growth and conversion. Your current reporting structure remains a direct line into RevOps and a matrixed report into Sales. This is an opportunity to step into an elevated SDR role —one that emphasizes thinking, planning, and execution over volume , and offers a clear path for career advancement within a high-performing sales organization. What You’ll Do Own the entire sales cycle for approved non-ICP inbound leads—from qualification and discovery through quoting and close. Build and execute daily, weekly and monthly measurable value added activity that drives conversions and closed opportunities. Qualify and respond to inbound marketing-qualified leads (MQLs) with appropriate routing logic. Execute controlled outbound engagement with unassigned ICP accounts as designated by Leadership. Conduct discovery calls and needs assessments using HUMAN’s ICP framework and qualification methodologies. Partner with Sales Engineers (SEs) to deliver tailored value propositions and quotes to non-ICP prospects. Maintain pipeline hygiene and forecast accuracy in Salesforce. Support event/webinar follow-up and registration conversion campaigns. Work cross-functionally with Enablement, RevOps, and Marketing Ops to continuously improve processes. Who You Are Experience in SaaS, preferably mid-market or enterprise segments Background selling into technical buyers (e.g., product, engineering, IT) and business buyers Experience with complex or multi-threaded sales cycles Demonstrated success managing discovery calls and qualification independently Experience using Salesforce and sales enablement tools (Salesforce, Groove, 6Sense, LinkedIn Sales Navigator, Mindtickle, ZoomInfo, Clari, Gong) Organized; metrics and outcome driven Strong written and verbal communication skills Highly coachable and resilient Confident engaging Director- and VP-level stakeholders Comfortable discussing technical solutions and collaborating with SEs Success Will Be Measured By Closed-won revenue from approved non-ICP accounts Conversion rate from discovery to opportunity and opportunity to close Opportunity pipeline quality and accuracy SLA adherence for lead follow-up and opportunity updates Collaboration effectiveness with SEs, Marketing, and RevOps About HUMAN Security HUMAN was founded in a Brooklyn sci-fi bookstore with a hacker mindset and the lofty mission of making the internet safer by putting humans first. Today, our Human Defense Platform safeguards enterprises from sophisticated bots, fraud, and account abuse, verifying the humanity of more than 20 trillion interactions per week for the world’s biggest brands and internet platforms. HUMAN is an equal opportunity workplace dedicated to protecting the internet's integrity for everyone. We believe in putting people first, embracing diversity of thought from our global teams, and welcoming all individuals to share their unique experiences as we fight cybercrime together. We support our Humans with a comprehensive total rewards package for personal and professional development, including well-being and learning stipends, flexible work options, and dedicated time off. While our HQ is in NYC, we have teams worldwide. HUMAN is growing fast, and there’s never been a more meaningful time to join us. If you thrive on solving complex problems and want to help shape the future of cybersecurity, join us as we build a safer, more human internet. If you are an individual with a disability or special need that requires accommodation, please contact us directly.

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