Mid Market Sales Development Representative

The Opportunity:

At DataGrail, we believe that privacy is a fundamental human right.

With increasing demands for transparency and control over personal data, DataGrail is committed to transforming how brands manage data privacy. Our mission is to make this a reality for customers while strengthening their trust in the brands they engage with.

The challenge? Every company has unique privacy needs and challenges. That’s where you come in. We’re seeking a highly consultative, business-minded professional ready to launch their tech sales career by solving complex privacy issues for some of the world’s leading organizations.

This isn’t your typical SDR role. At DataGrail, we understand that building trust begins with a strong foundation. Our sales team takes a deeply consultative approach, understanding what keeps a CISO up at night and knowing which aspects of a privacy program are most critical to a General Counsel. They excel because they are curious, adaptable, analytical, and creative.

Our CEO started his tech career as a SDR after a successful stint in consulting, and he views this team as a key talent pipeline for those looking to build a career in tech sales. This role offers a clear path to grow into an Account Executive. 

The Skill Set:

1. Rigorous Researcher: Conduct in-depth research on mid market organizations across various industries to:
• Identify key decision-makers and stakeholders in privacy, security, and legal roles.
• Analyze existing privacy programs to understand gaps and opportunities.
• Develop a tailored strategy that demonstrates how DataGrail can address specific privacy challenges.
2. Strategic Outreach: Build a highly personalized outreach strategy that resonates with our target audience by:
• Crafting compelling, customized emails that speak directly to the unique needs and concerns of our buyers.
• Leveraging research insights to create a narrative that positions DataGrail as the ideal partner.
3. Business Needs Discovery: Engage with decision-makers at all levels to:
• Uncover, understand, and document their business needs related to privacy and data security.
• Collaborate closely with a pair of Mid Market Account Executives to map these needs to DataGrail’s solutions, ensuring a seamless transition from discovery to proposal.
4. Performance Excellence: Consistently meet and exceed quarterly KPIs, demonstrating:
• A results-driven approach to booking meetings with target accounts and driving opportunities forward.
• The ability to balance quality outreach with volume to achieve measurable impact.
5. Collaborative Mindset: Actively share best practices and collaborate with peers to:
• Enhance team performance and contribute to a culture of continuous learning.
• Support the development of innovative strategies that can be scaled across the team.

Within 90 Days You'll:

• Develop foundational knowledge about the jobs-to-be-done across the data privacy landscape, including key trends, regulations, and pain points faced by different industries.
• Gain a strong understanding of DataGrail’s product offerings and how we differentiate ourselves from competitors, including our unique value drivers and key differentiators.
• Engage with 10+ accounts based on your initial research, tailoring outreach strategies for each and forming a detailed engagement plan for 10+ target accounts.
• Book 5+ initial meetings with new potential clients by executing highly personalized outreach.

Within 180 Days You'll:

• Achieve your ramped quota, with meetings progressing into active sales cycles by month 3.
• Master your target accounts by developing in-depth account write-ups that document the business needs, key stakeholders, and engagement history.
• Consistently deliver value-driven conversations with CISOs, General Counsels, Chief Privacy Officers, and other key decision-makers that align with their unique privacy challenges and priorities.
• Demonstrate the ability to articulate DataGrail’s value proposition clearly and confidently in all client interactions.
• Partner effectively with Account Executives, ensuring seamless hand-offs from discovery to solution scoping.

Within 365 Days You'll:

• Be recognized as an expert in your role, demonstrating a deep understanding of the data privacy landscape and how to align DataGrail's solutions with customer needs.
• Consistently exceed quota, contributing to a growing pipeline of opportunities and helping drive deals forward in collaboration with Account Executives.
• Mentor and assist in training new hires, sharing best practices for research, outreach, and discovery, and helping them ramp up more quickly.
• Be prepared to continue growing in the role of an SDR with the eventual goal of becoming an Account Executive within 12 - 24 months by demonstrating command of an initial discovery call with prospects.