Sales Development Representative

Posted Jul 10

About Trail of Bits

Trail of Bits helps secure the world's most targeted organizations and products. We combine high-end security research with a real-world attacker mentality to reduce risk and fortify code.

As a cybersecurity research and consulting firm, our team has worked on some of the most innovative software projects millions of people use worldwide. We help the best companies in the world — Epic Games, Google, Microsoft, Zoom, and others — with their most complex security challenges by designing and building new technology, researching new techniques, and reviewing the security of the latest available products before they hit the market.

Our team considers developing and sharing our knowledge as a natural part of doing business. We push to publish every tool or project so the public — not just our clients — benefit from our expertise and innovations. It's a practice that's earned us industry accolades and helped contribute to our double-digit bottom-line growth.

Role

Trail of Bits is looking for a highly motivated, results-driven Sales Development Representative in the blockchain industry to join our growing Sales team. You'll play a critical role in identifying and creating new qualified sales opportunities, maintaining company-client relationships, and increasing revenue opportunities through targeted research and outreach. 

The ideal candidate will have a deep understanding of the blockchain ecosystem, a network of contacts in the industry, and a strong work ethic. You should be interested in working in a highly technical environment and be passionate about the blockchain industry. This is a unique opportunity to join a thriving, fast-paced environment, focusing on cutting-edge technology where no two days are the same.

Responsibilities 

  • Build and maintain relationships with key players in the blockchain and DeFi ecosystem, including wallets, exchanges, and protocols, etc
  • Qualify leads from marketing activities as sales opportunities and closely monitor analytics throughout the pipeline: prospecting, email response rates, initial conversation transition, opportunities 
  • Track all sales activities in a CRM system (Hubspot) and maintain proper pipeline hygiene
  • Coordinate direct outreach to qualified accounts through various means such as email, Slack, LinkedIn, Telegram, and Twitter
  • Conduct compelling technical conversations with targeted prospects by effectively articulating Trail of Bits’ value proposition and services
  • Develop and nurture a pipeline of new blockchain business opportunities to further accelerate revenue growth
  • Stay up-to-date with the latest developments in the blockchain and DeFi space to bring new ideas and service opportunities to the company
  • Attend in-person/virtual industry events and webinars to boost the company's brand, gain key market information within the blockchain community and to increase sales opportunities.
  • Occasional social media marketing if there's interest.

Requirements

  • Minimum 2 years of experience managing the SDR process, from lead identification through deal closure
  • Demonstrated knowledge and deep interest in blockchain technology and crypto (DeFi, NFTs, web3, etc) 
  • Ability to coordinate hundreds of outbound emails and other touchpoints on a weekly basis
  • Experience using Hubspot
  • Exceptional communication, analytical, and time-management skills
  • Ability to build and maintain relationships with potential clients
  • Knowledge of sales techniques and strategies
  • Strong problem-solving and negotiation skills
  • Ability to work independently and as part of a team
  • Flexibility and adaptability to change

The US estimated base salary for this full-time W2 employee role is $85,000-$110,000 not including bonus and benefits. Our salary ranges are determined by role, level, location, and employment type. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by a variety of factors, include but not limited to work location, job-related skills, experience, and relevant education or training.Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Company Perks

  • Before, during and after COVID-19, our workforce works flexibly. Many employees choose to work from home around the globe. As long as you deliver against your goals, we encourage you to harness your personal working style to let you work best.
  • Liberal expense policy for acquiring the equipment and software that help you do your job. If we need hardware to work effectively, we buy it. 
  • We offer exceptional and tailored technical, leadership and organizational training for our team members. Everyone is encouraged to identify additional opportunities for personal professional growth with working at Trail of Bits.
  • We routinely highlight the amazing work our employees do via our blog, product offerings, and conference talks. We celebrate you!
  • We're at the forefront of a number of markets and have the internal expertise and the ambition to capitalize on those opportunities. Our employees see their work in use and valued by many others.

Highlighting some of our US & Canadian Full-Time Employee Benefits:

  • Multiple generous health, vision, and dental insurance plans.
  • Ancillary benefits including life and disability insurance.
  • Retirement plan with 5% company matching.
  • 4 months paid parental leave.
  • Moving expenses to NY: $5,000 one-time.
  • Charitable donations matching up to $2,000.
  • One time $1,000 at home office expense stipend.
  • $500/year personal learning & development budget.
  • Executive coaching for managers & above.
  • Bonuses for recruiting, public speaking, tool releases, blog posts, academic posters, proposals, and whitepapers, and end-of-year bonuses based on company, team, and personal performance.
  • 20 days of PTO per year for vacation, sick, and personal time off.
  • 15 company holidays per year.
  • Carbon offsets for your personal and corporate carbon emissions through Project Wren.

Dedication to diversity, equity & inclusion

Trail of Bits is committed to creating and maintaining a diverse and inclusive workplace where our employees can thrive and be themselves! We welcome all persons into our community. We embrace the diversity of gender, gender identity or expression, race, color, religious creed, national origin, ancestry, age, physical and mental disabilities, medical condition, genetic characteristic, sexual orientation, marital status, family care or medical leave status, military or veteran status, or perceived membership in any of these groups.