BDR Appreciation Week: Hear from 10 of our Amazing Reps… | BeyondTrust

From March 20-24, we celebrate our unsung heroes of the B2B revenue team. A celebration started by ABM technology giant, 6Sense, this is a time to recognize the catalysts of growth that are our Business Development Representatives!

Our BDRs—or SDRs (Sales Development Representatives), as we refer to them at BeyondTrust—play an important role in our mission “to protect identities, stop threats, and deliver dynamic access to empower and secure a work-from-anywhere world.” As the “first touch” to prospective new clients, our SDR team is on the front lines with clients, working to understand their core challenges, helping identify vulnerabilities, and getting them started on the pathway to Privileged Access Management (PAM). In other words, SDRs represent the critical first step in helping organizations to quickly shrink their attack surface across their traditional, cloud, and hybrid environments.

To celebrate the work they do for our clients, prospects, and entire BeyondTrust team, we spoke with ten of our leading reps, from all around the world, and asked them five important questions. Get to know these amazing people by reading their answers below…

Jerlyn Lin, Singapore

1. How did you first get into Sales?

I started my work adventure as a part-time ‘’promoter’’ role in a department store during my school days. While I may be new, interacting with the customers came naturally, and every time I closed a sales order, I got that adrenaline rush and sense of achievement. That led me to want to get myself into a sales role as my career.

2. What appealed to you most about joining BeyondTrust?

BeyondTrust is a company that provides lots of growth and career opportunities, which aligns to my career goals. I am sure this resonates with my fellow colleagues, too!

3. Who can you rely on in your team to keep you motivated?

Dustin! Dusty!

4. Describe a day in the life of an SDR in a few words:

Be on a discovery journey with an open mind.

5. One piece of advice for being a successful SDR would be…

Never be too shy to ask when you are in doubt, always have a ‘’can-do’’ attitude and, most importantly, persevere!

Nick Derocher, Boston MA

1. How did you first get into Sales?

I got into Sales after being a High School teacher for 4 years due to my desire for a performance-based role. I like performance-based roles because how hard you work, and how much effort you put in, directly correlates to your success.

2. What appealed to you most about joining BeyondTrust?

I had spoken to Curt Echo, who is a close friend of my roommate, about the culture and work being done at BeyondTrust, and he had nothing but positive things to say.

3. Who can you rely on in your team to keep you motivated?

I can rely on Nick Baldino, Ryan Oberg, Alex Antuna, and Parker Morrison to keep me motivated. We all put up very high activity and come into work with a working mindset each day.

4. Describe a day in the life of an SDR in a few words:

Analyze, Dissect, Grind, Persistence, and Methodical.

5. One piece of advice for being a successful SDR would be…

Rely on the resources available to you and be self-reflective in your methods to attempt to bring in new business. If something doesn’t work, be willing to change your strategy.

Jaclyn Dombroski, Atlanta GA

1. How did you first get into Sales?

BeyondTrust is my first sales role. I actually was a Kindergarten teacher for the last five years. I decided to take this major leap of faith into sales eight months ago!

2. What appealed to you most about joining BeyondTrust?

The company culture, for sure. Getting to work with some of the most amazing humans is something I will never take for granted.

3. Who can you rely on in your team to keep you motivated?

I owe this one to my first manager, Blake Joiner. Going from teaching children to sales was not an easy transition. Blake was my number-one cheerleader since my first day at the job. He gave me the motivation and support I needed to push through all the obstacles and be the confident SDR I am today.

4. Describe a day in the life of an SDR in a few words:

Prospecting and account mapping, internal relationship building, calling prospects, emailing prospects, and organizing for the next day.

5. One piece of advice for being a successful SDR would be…

“Quit talking and begin doing,” as Walt Disney once said. The most successful SDRs don’t just sit around waiting for opportunities to come their way. Start each day with a positive attitude and go get ’em!

Munazza Zabeen, Dubai

1. How did you first get into Sales?

It was through my first job. I didn’t know I had the skills, but once I was on the phone, I felt confident speaking to prospects.

2. What appealed to you most about joining BeyondTrust?

The amazing culture and people here!

3. Who can you rely on in your team to keep you motivated?

It’s too hard to pick one. All of my SDR/BDR teammates.

4. Describe a day in the life of an SDR in a few words:

Qualifying requirements and outbound prospecting to generate a healthy Sales Pipeline of qualified prospects for the rest of the team.

5. One piece of advice for being a successful SDR would be…

Avoid sounding like a salesperson!

Hari Ganesan, Germany

1. How did you first get into Sales?

I was into Science/Research, but did not really belong there, I felt I wanted to do something related to connecting with people, so I chose sales.

2. What appealed to you most about joining BeyondTrust?

They are the leaders in PAM, with a lot of potential for career growth and an amazing leadership team.

3. Who can you rely on in your team to keep you motivated?

All of my team members are very motivating!

4. Describe a day in the life of an SDR in a few words:

Planning, Prospecting, Persistence, Patience and Learning.

5. One piece of advice for being a successful SDR would be…

Bring consistency and patience to work every day.

Shane O’Donnell, Boston MA

1. How did you first get into Sales?

I worked as BDR for a software company during the summer of my junior year of college, and I enjoyed it.

2. What appealed to you most about joining BeyondTrust?

Getting my foot in the door with Cybersecurity, realizing it is a great product to sell!

3. Who can you rely on in your team to keep you motivated?

Hank, Wolfgang and Gunnar

4. Describe a day in the life of an SDR in a few words:

Understanding, Communicating, Prospecting, Strategizing, and Outreach.

5. One piece of advice for being a successful SDR would be…

Ask as many questions as you can—and learn from the answers.

Kieran Brown, Manchester UK

1. How did you first get into Sales?

Getting into sales was inevitable. From an early age, I started a business at school selling sweets & drinks. Following education, I naturally pursued sales roles in a number of roles within the financial services before finding myself at BeyondTrust.

2. What appealed to you most about joining BeyondTrust?

Following University, I’d always seen myself working within the tech sales space, but was offered a dream opportunity to work within the hospitality sales department of Manchester City football club. At the start of the pandemic, I was contacted by BeyondTrust with a unique and exciting opportunity to work with some of the biggest companies and their cyber defense strategies. I’d been told of the incredible culture here, and almost three years later I can safely say it’s overachieved on my expectations.

3. Who can you rely on in your team to keep you motivated?

Phil Wormwell has been an invaluable influence on my time here. He has always fought in my corner & enabled me the freedom to make mistakes and fine-tune my performance. His ability to get the best of each individual is commendable. Thank you, Phil!

4. Describe a day in the life of an SDR in a few words:

Fast-paced but rewarding.

5. One piece of advice for being a successful SDR would be…

Put the work into self-development, personalized outreach, and internal brand building and the results will follow. Never be afraid to fail or make a phone call. The worst that can happen is they say no.

Geraldine Mande, Boston MA

1. How did you first get into Sales?

The idea of solving different problems has always interested me. For me, it is natural to pursue my passion for providing superior customer service, while communicating the specific attributes of a product with total conviction and belief.

2. What appealed to you most about joining BeyondTrust?

In addition to selling products that I believe in, I wanted to work for a company I would recommend to a friend or family member. To put it simply, it was BeyondTrust’s core values, which were demonstrated during my interview and have persisted throughout my time with the company.

3. Who can you rely on in your team to keep you motivated?

I can rely on my manager, Kaela Schram, and my teammates—especially Justin D’orsay

4. Describe a day in the life of an SDR in a few words:

Researching potential clients, scheduling appointments, attending team meetings, fun and games, grit.

5. One piece of advice for being a successful SDR would be…

Keep your eyes on the prize! The key to maintaining your progress, no matter where your journey takes you, is to keep going. Just remember, the only way to coast is to go downhill!

Briona Brito, Atlanta GA

1. How did you first get into Sales?

I knew I was good with people because of my customer service background and wanted to develop those skills to be more than just customer service.

2. What appealed to you most about joining BeyondTrust?

I got a strong sense of the culture during my interviews and believed that BeyondTrust genuinely would help me grow in such a competitive environment.

3. Who can you rely on in your team to keep you motivated?

When it comes to sales you have to be your biggest motivator, but I know I can always turn to my manager or reps when I need a lift.

4. Describe a day in the life of an SDR in a few words:

Mind over Matter, Humble & Hungry. Time Management. and have faith in the seeds you plant.

5. One piece of advice for being a successful SDR would be…

I would say to acknowledge that you can always be doing more – don’t make excuses.

Marius Thoma, Germany

1. How did you first get into Sales?

My first sales role was very unexpected and I started as an Account Manager in a small marketing agency, I previously worked in Performance Marketing.

2. What appealed to you most about joining BeyondTrust?

I previously worked at Delinea and was always fascinated about what made BeyondTrust better than us.

3. Who can you rely on in your team to keep you motivated?

Phil Wormwell!

4. Describe a day in the life of an SDR in a few words:

Prospecting, calling, meetings, more prospecting, coffee!

5. One piece of advice for being a successful SDR would be…

Never give up, and be tenacious.

Celebrating our BDRs for going beyond at BeyondTrust

The BDR/SDR role is known for its challenges, but as you can see, when you hire the best talent, and support them with the resources they need, their tenacity, ambition, desire to learn, and positive attitude are a critical asset to your sales team, your prospects, and your overall mission. At BeyondTrust, we know our SDRs are doing their best to help our future clients address the most urgent cybersecurity challenges so, together, we can build a world where identities and access are protected from cyberthreats.

Thanks to everyone on our SDR team for their continued hard work!

Interested in joining our amazing SDR team?

We are always recruiting for world-class talent who are looking to join our amazing culture. Hopefully, hearing from our reps above has given you a taste of what life is like at BeyondTrust. If you are looking for an exciting sales career at a fast-growing leader in cybersecurity, look no further than our careers page today!