The Role
As a Sales Development Representative (SDR) at BlueCat, you will drive pipeline generation within a defined geographic territory.
This is a quality-driven sales development role focused on building well-qualified opportunities that are positioned to advance through the sales cycle.
You will engage inbound opportunities and execute strategic outbound outreach, lead thoughtful discovery conversations, create strong Stage 0 opportunities, and collaborate closely with Account Executives to ensure early-stage alignment and momentum.
Once an opportunity is created, the Account Executive assumes ownership. However, you remain engaged to support opportunity momentum and assist with customer re-engagement when necessary.
Success in this role is measured by opportunity progression and overall pipeline impact — not just activity levels.
What You’ll Do
Generate new pipeline within your assigned geographic territory
Engage inbound leads and execute outbound outreach across organizations in your region, prioritizing opportunities based on strategic fit and potential impact
Lead discovery conversations with technical leaders (Infrastructure, Network, Security) and senior decision-makers (Director, VP, and C-level where appropriate)
Uncover business priorities, operational challenges, and buying dynamics
Create well-qualified Stage 0 opportunities supported by defined business or technical drivers, identified decision-makers, timeline signals, and a clear next step
Transition opportunities to the aligned Account Executive with strong context and documentation
Maintain thorough and actionable notes in Salesforce, including discovery insights and agreed next steps
Partner closely with Account Executives to maintain alignment and visibility into early-stage activity
Monitor opportunity momentum and assist with re-engagement if progress stalls
Contribute to improving conversion rates and overall pipeline health within your region
What Success Looks Like
Consistent creation of high-quality Stage 0 opportunities
Strong conversion of SDR-created opportunities into Stage 1 and continued advancement
Clear, actionable discovery documentation that enables efficient AE execution
Effective collaboration and trust with Account Executives
Proactive follow-through when opportunities lose momentum
Disciplined CRM hygiene and thoughtful territory management
What We’re Looking For
We’re looking for individuals who want to build a long-term career in sales and thrive in a structured, collaborative environment.
You are:
Comfortable engaging both technical professionals and executive leaders
Curious and able to connect technical challenges to business impact
Thoughtful in how you qualify and document opportunities
Accountable within a territory-based model
Organized and disciplined in CRM usage
Coachable and motivated to continuously improve
Background
1+ years of experience in sales, business development, or a customer-facing role
Experience in B2B technology preferred
Exposure to infrastructure, cybersecurity, networking, or SaaS is a plus
Experience working within a geographic territory model is helpful
Why This Role Matters
Pipeline quality drives revenue predictability and sales velocity at BlueCat.
The Sales Development Representative plays a critical role in shaping opportunities to enter and progress through the sales cycle. You will directly influence territory performance while gaining exposure across a diverse range of organizations within your region.
