Sales Development Representative

<div class="content-intro"><p><span class="acronym-highlight">OPSWAT</span>, a global leader in IT, <span class="acronym-highlight">OT</span>, and <span class="acronym-highlight">ICS</span> critical infrastructure cybersecurity, delivers an end-to-end platform that gives public and private sector organizations and enterprises the critical advantage needed to protect their complex networks, secure their devices, and ensure compliance. Over the last 20 years our commitment to innovative technology has earned the trust of more than 1,700 organizations, governments, and institutions globally, solidifying our role in protecting the world’s critical infrastructure and securing our way of life.</p></div><p><strong>The Position</strong></p> <p>The Sales Development Representative (SDR) drives enterprise pipeline growth for OPSWAT’s cybersecurity solutions, including critical infrastructure protection, OT/IT security, and zero trust access, by identifying, researching, and engaging senior-level decision-makers across target accounts and verticals. Working closely with Account Executives and Marketing, the SDR owns territory-level prospecting strategy, lead qualification, and outreach execution from initial contact through a qualified meeting. This role requires strong analytical ability, professional communication, and fluency across modern sales technology including AI-powered tools, CRM platforms, and sales engagement software.</p> <p><strong>What You Will Be Doing</strong></p> <p><strong>Territory &amp; Account Strategy</strong></p> <ul> <li>Own prospecting strategy for assigned territories and verticals, including market segmentation, account prioritization, and targeting approach.</li> <li>Build and maintain targeted prospect lists using ZoomInfo, LinkedIn Sales Navigator, AI-powered research tools, and other intelligence platforms.</li> <li>Map buying committees and identify VP- and C-level stakeholders within enterprise accounts, determining the most effective multi-threaded engagement approach for each.</li> <li>Partner with Account Executives on named account planning and ABM/ABS strategies across U.S. and international target markets.</li> </ul> <p><strong>Lead Qualification</strong></p> <ul> <li>Conduct qualification calls with inbound and outbound leads to assess fit based on budget, authority, need, and timeline. The SDR makes the call to advance or disqualify without requiring AE sign-off.</li> <li>Evaluate each opportunity and determine the right next step: advance to a discovery meeting, continue nurturing, or remove from pipeline.</li> <li>Schedule high-quality discovery meetings for Account Executives, ensuring only well-qualified oppo