Sales Development Representative

HUMAN is redefining the traditional SDR function, seeking a strategic and analytical Sales Development Representative. This role involves managing the full sales cycle for approved inbound accounts and executing targeted outbound campaigns, while collaborating with various teams to drive pipeline growth. Responsibilities Own the entire sales cycle for approved non-ICP inbound leads—from qualification and discovery through quoting and close Build and execute daily, weekly and monthly measurable value added activity that drives conversions and closed opportunities Qualify and respond to inbound marketing-qualified leads (MQLs) with appropriate routing logic Execute controlled outbound engagement with unassigned ICP accounts as designated by Leadership Conduct discovery calls and needs assessments using HUMAN’s ICP framework and qualification methodologies Partner with Sales Engineers (SEs) to deliver tailored value propositions and quotes to non-ICP prospects Maintain pipeline hygiene and forecast accuracy in Salesforce Support event/webinar follow-up and registration conversion campaigns Work cross-functionally with Enablement, RevOps, and Marketing Ops to continuously improve processes Skills Demonstrated success managing discovery calls and qualification independently Experience using Salesforce and sales enablement tools (Salesforce, Groove, 6Sense, LinkedIn Sales Navigator, Mindtickle, ZoomInfo, Clari, Gong) Organized; metrics and outcome driven Strong written and verbal communication skills Highly coachable and resilient Confident engaging Director- and VP-level stakeholders Comfortable discussing technical solutions and collaborating with SEs Benefits Comprehensive total rewards package for personal and professional development Well-being and learning stipends Flexible work options Dedicated time off Company Overview HUMAN (formerly White Ops) is a cybersecurity company that protects organizations by disrupting bot attacks, digital fraud and abuse. It was founded in 2012, and is headquartered in New York, New York, USA, with a workforce of 201-500 employees. Its website is