Sales Development Representative (SDR)

About OpenIAM

OpenIAM is a global leader in Identity and Access Management (IAM), delivering a unified, converged platform that combines Identity Governance & Administration (IGA), Single Sign-On (SSO), Multi-Factor Authentication (MFA), Privileged Access Management (PAM), and Customer Identity (CIAM) — all from a single, modern architecture. Deployable across cloud, on-premise, and hybrid environments, OpenIAM helps enterprises in financial services, healthcare, public sector, manufacturing, and telecommunications secure millions of identities worldwide.

Role Overview

We are looking for a driven, high-energy Sales Development Representative (SDR) to fuel OpenIAM’s pipeline growth across India, based out of Delhi/NCR. This is a role for someone with a proven track record in sales development who brings a relentlessly positive, ‘make-it-happen’ attitude — the kind of person who leaves no stone unturned to open doors, create opportunities, and get meetings booked with the toughest-to-reach prospects.

As the first point of contact for prospective customers, you will identify, engage, and qualify enterprise accounts, working closely with Sales Managers and Sales Engineers to build a strong, high-quality pipeline. You’ll target CIOs, CISOs, IT Directors, IAM leads, and procurement stakeholders across BFSI, government/PSU, IT/ITES, healthcare, and manufacturing sectors.

What We’re Really Looking For

Beyond the skills and experience, we are looking for someone who:

• Brings an infectiously positive attitude and treats every conversation, cold call, and rejection as a step closer to the next win.

• Takes full ownership and makes things happen — finding a way through obstacles rather than waiting for one.

• Leaves no stone unturned in researching accounts, chasing leads, and following up until they get an answer.

• Is self-driven, resilient, and thrives on targets, activity, and the momentum of a fast-moving sales floor.

• Sees prospecting not as a chore but as the craft that opens the door to a great career in enterprise sales. 

Key Responsibilities

Pipeline Generation & Prospecting

• Generate qualified sales opportunities through proactive outbound prospecting — cold calls, personalized emails, outreach, and event follow-ups.

• Research and build target account lists across Delhi/NCR and North India, mapping key stakeholders (CISO, CIO, Head of IT Security, IAM/GRC teams).

• Respond promptly to inbound leads from website enquiries, webinars, campaigns, and partner referrals; qualify them using established frameworks (e.g., BANT/MEDDIC).

• Consistently achieve and exceed monthly/quarterly targets for qualified meetings booked and pipeline generated.

Qualification & Handoff

• Conduct discovery conversations to understand a prospect’s identity landscape — current IAM tools, pain points, compliance drivers, and buying timelines.

• Articulate OpenIAM’s value proposition clearly: a converged IAM platform (IGA + SSO + MFA + PAM + CIAM) with flexible deployment options.

• Schedule and coordinate qualified meetings and demos for Sales Managers and Sales Engineers, ensuring smooth handoff with complete context.

CRM Hygiene & Reporting

• Maintain accurate, up-to-date records of all prospecting activity, contacts, and opportunities in the CRM (e.g., HubSpot).

• Track outreach metrics (calls, emails, connects, meetings) and report progress against KPIs weekly.

• Be on top of market intelligence — competitor activity, pricing signals, and common objections.

Campaigns & Events

• Support marketing campaigns, webinars, and industry events (e.g., cybersecurity conferences in India) with pre-event outreach and post-event follow-up.

• Collaborate with channel partners and system integrators in the region to co-prospect into shared target accounts.

Required Qualifications

• Bachelor’s degree in Business, Marketing, Computer Science, IT, or a related field.

• 5+ years of experience in sales development, inside sales, lead generation, or business development — preferably in enterprise software, SaaS, or cybersecurity.

• A demonstrably positive, proactive attitude with a strong bias for action and a track record of consistently hitting or exceeding targets.

• Excellent verbal and written communication skills in English and Hindi; confident and articulate on the phone and in email.

• Proven ability to handle high-volume outbound activity while maintaining quality and personalization.

• Familiarity with CRM systems (HubSpot, Salesforce, or Zoho) and sales engagement/prospecting tools ( Sales Navigator, Apollo, Lusha, or similar).

• Based in Delhi/NCR.

Preferred Qualifications

• Prior exposure to cybersecurity, IAM, or infrastructure software sales — understanding of concepts like SSO, MFA, Active Directory, identity governance, or privileged access is a strong plus.

• Experience prospecting into BFSI, government/PSU, or large enterprise accounts in North India.

• Familiarity with Indian compliance drivers (DPDP Act, RBI/SEBI/IRDAI guidelines, CERT-In directives) and how they influence security purchasing.

• Track record of consistent quota over-achievement in a previous SDR/BDR role.

What We Offer

• Competitive base salary with performance-linked incentive plan.

• Clear career progression path based on performance.

• Comprehensive training on IAM technology, enterprise sales methodology, and the OpenIAM platform.

• Opportunity to work at the intersection of cybersecurity and digital transformation — one of India’s fastest-growing enterprise technology markets.

• Exposure to senior security and IT leaders across marquee enterprise, BFSI and government accounts.

• Collaborative, global team environment with mentorship from experienced sales and pre-sales leaders.

How to Apply

Please send your CV via email to [email protected]. We’d love to hear why you’re excited about a career in cybersecurity sales — and about a time you refused to take no for an answer.

OpenIAM is an equal opportunity employer. We celebrate diversity and are committed to creating an inclusive environment for all employees.