Sales Development Representative, Enterprise

About the role

Illumio is seeking a motivated professional to drive pipeline growth and lead qualification within the South EMEA region. You will focus on account-based prospecting and strategic outreach to secure new business opportunities for our Zero Trust Segmentation platform. In this capacity, you own the end-to-end responsibility of identifying, engaging, and qualifying high-potential leads to build a robust and predictable sales pipeline. You will act as the critical first point of contact, shaping the initial perception of the Illumio brand and establishing the foundation for long-term customer relationships. The role demands a consultative approach where you diagnose complex security challenges and align your outreach with the strategic objectives of enterprise stakeholders. Success in this position is defined by your ability to convert interest into scheduled meetings and transform those meetings into clear, advancing opportunities. You will work closely with technical and product teams to ensure that your messaging accurately reflects the value and differentiation of the platform. Ultimately, your efforts will directly influence the revenue trajectory of the organization by fueling the growth of our customer base in a demanding market.

Key facts

What you'll do

• Generate new pipeline through outbound prospecting and rigorous lead qualification efforts that prioritize high-intent accounts.
• Map target accounts within your specific territory, identifying structural weaknesses and key decision-makers across complex buying committees.
• Engage prospects through a multi-channel strategy that utilizes phone, email, and social media to initiate and maintain professional conversations.
• Collaborate with Marketing and Channel teams to refine regional strategies, analyzing performance data to drive continuous improvement in conversion metrics.
• Conduct in-depth discovery sessions to uncover latent security needs and translate business challenges into compelling value propositions for Zero Trust Segmentation.
• Demonstrate sophisticated objection handling by addressing concerns with data-driven insights and clear explanations of risk mitigation benefits.
• Leverage advanced search techniques and analytical tools to build and maintain a dynamic list of target accounts that support quarterly pipeline goals.
• Articulate the business impact of our platform to both technical teams and C-suite executives, tailoring your communication style to resonate with diverse audiences.
• Track all prospect interactions and pipeline activities with precision in Salesforce, ensuring data integrity supports accurate forecasting and reporting.
• Proactively share market intelligence and competitor insights with internal stakeholders to inform product positioning and strategic messaging adjustments.
• Establish a disciplined routine of daily outreach activities, balancing volume with quality to maximize the efficiency of your sales efforts.
• Partner with Customer Success to understand implementation best practices and leverage this knowledge to strengthen your sales narrative.
• Utilize competitive analysis to identify gaps in rival solutions and highlight the unique advantages of adopting an internal-centric security model.
• Mentor junior team members on effective techniques, fostering a collaborative environment that elevates the entire regional sales performance.

Requirements

• You must possess fluency in Italian, as this is mandatory for effective communication with prospects and stakeholders in the South EMEA region.
• You are required to have between 1 and 2 years of proven experience in sales development, with a preference for candidates with a background in technology or software.
• You must be capable of communicating effectively with both technical teams and C-suite executives, demonstrating adaptability in your interpersonal approach.
• You are expected to exhibit a high level of proficiency in objection handling and value-based prospecting to overcome stakeholder skepticism.
• You must display a high level of self-motivation and the discipline to work independently within a fast-paced and deadline-driven environment.
• You are required to have a strong command of digital sales tools, utilizing platforms to research accounts, track interactions, and manage your calendar efficiently.
• You must adhere to strict data privacy and security protocols, ensuring that all prospect information is handled in compliance with company guidelines.
• You are expected to maintain a professional demeanor and uphold the integrity of the Illumio brand in all external communications.

Skills & tools

• Salesforce
• SalesLoft
• LinkedIn Sales Navigator
• ZoomInfo

Practical notes

All official job offers are sent via an E-Signature document directly from our recruitment team. We will never request personal financial details or social security numbers during the offer process; such information is only collected during onboarding after a background check is completed. Please verify the authenticity of any communication that requests sensitive personal data.