Sales Development Rep – San Mateo

Exabeam, San Mateo, CA

Security Intelligence

Exabeam is the Smarter SIEMTM company. We empower enterprises to detect, investigate, and respond to cyberattacks more efficiently so their security operations and insider threat teams can work smarter. Security organizations no longer have to live with excessive logging fees, missed distributed attacks and unknown threats, or manual investigations and remediation. With the Exabeam Security Management Platform, analysts can collect unlimited log data, use behavioral analytics to detect attacks, and automate incident response, both on-premises or in the cloud. Exabeam Smart TimelinesTM, sequences of user and device behavior created using machine learning, further reduce the time and specialization required to detect attacker tactics, techniques and procedures. The company’s recent industry accolades include Forbes Cloud 100, Inc. 500, and SC Awards Europe, among many other distinctions.     

The Sales Development Representative will provide a high-level of impact to drive lead generation, navigate enterprise organizations, and identify and create new qualified sales opportunities. This high impact role will help organizations use the Exabeam Security Management Platform to proactively protect their business.


  • Team up with field sales representatives and the marketing team to identify and qualify prospects
  • Strategically outbound to prospect, educate, qualify, and develop target accounts
  • Drive a lead generation plan, meet or exceed monthly and annual targets to increase pipeline and revenue within your territory
  • Research accounts, identify key players, generate interest and develop accounts
  • Become a trusted resource and develop superior relationships with prospects
  • Successfully manage and overcome prospect objections
  • Update lead scoring and prospect interactions in Salesforce to ensure efficient lead management and record-keeping
  • Provide appropriate feedback to ensure continuous process optimization
  • Identify innovative outbound campaigns and programs and partner with Marketing and Sales to create and drive initiatives
  • Support corporate and regional marketing events via prospecting and staffing


  • 30 days: Comfortably and effectively deliver Exabeam’s value proposition. Be able to effectively prospect
  • Go through territory analysis and account planning with RSDs and have regular cadence with them established
  • 60 days: In addition to 50% quota ramp-up, you should have all target accounts touched
  • 90 days: 100% quota. Be able to coach, onboard, and train a new hire


  • Must be a self-starter and proficient at working independently
  • 2+ years of lead/sales/business development experience with enterprise software
  • Strong technical aptitude and ability to align solutions with overall business strategy for customers in a range of roles from technical champions to C-level business buyers
  • Results-driven "hunter" for enterprise software
  • Strong ability to analyze needs, qualify opportunities, handle objections and position
  • Excellent time and territory management skills
  • Energetic, upbeat, tenacious team player with excellent verbal and written communication skills
  • Sales training and Salesforce.com, Outreach.io, DiscoverOrg, and ConnectAndSell experience a plus
  • Bachelor's degree or relevant experience.
Exabeam is privately funded by Aspect Ventures, Cisco Investments, Icon Ventures, Lightspeed Venture Partners, Norwest Venture Partners and well-known security investor Shlomo Kramer. For more information, visit  https://www.exabeam.com  or follow us on Twitter @exabeam.

About Exabeam

Exabeam provides security intelligence and management solutions to help organizations of any size protect their most valuable information. The Exabeam Security Intelligence Platform uniquely combines a data lake for unlimited data collection at a predictable price, machine learning for advanced analytics, and automated incident response into an integrated set of products. The result is the first modern security intelligence solution that delivers where legacy security information and event management (SIEM) vendors have failed. Built by seasoned security and enterprise IT veterans from Imperva, ArcSight, and Sumo Logic, Exabeam is headquartered in San Mateo, California. Exabeam is privately funded by Lightspeed Venture Partners, Cisco Investments, Norwest Venture Partners, Aspect Ventures, Icon Ventures, and investor Shlomo Kramer. Follow us on Facebook, Twitter, and LinkedIn.


Want to learn more about Exabeam? Visit Exabeam's website.