Hybrid Sales Development Representative – Managed Detection & Response

at Obrela Security Industries

• Job title: Sales Development Representative – Managed Detection & Response
• Job type: Full Time
• Experience level: Junior, Mid level
• Salary: Not specified
• Degree requirement: Bachelor's Degree
• Tech skills: Cyber Security
• Location requirements: Hybrid, Dubai, United Arab Emirates

About the role

• Sales Development Representative responsible for identifying and nurturing leads for MDR services in cybersecurity. Engaging potential customers and articulating the value of threat detection and operational resilience.

Responsibilities

• The Sales Development Representative (SDR) is responsible for identifying, qualifying, and nurturing new business opportunities for the company’s Managed Detection & Response (MDR) services.
• The SDR acts as the first point of contact for prospective customers, educating them on cyber risk, validating business and security pain points, and generating qualified pipeline for Account Executives.
• This role is critical in building a strong pipeline by targeting organizations that need 24/7 threat detection, response, and cyber resilience services, and by positioning MDR as a business risk and operational resilience solution rather than a pure technology sale.
• Proactively identify and engage potential customers via outbound activities (email, phone, LinkedIn, events, partner leads).
• Qualify inbound leads generated through marketing campaigns, partners, and referrals.
• Conduct discovery conversations to understand customer security posture, risk exposure, compliance needs, and operational challenges.
• Qualify opportunities using agreed frameworks (e.g. BANT, MEDDICC-lite, or internal qualification criteria).
• Clearly articulate the value of Managed Detection & Response (MDR), including 24/7 monitoring, threat detection, incident response, and risk reduction outcomes.
• Educate prospects on evolving cyber threats, regulatory pressures, and the limitations of in-house security operations.
• Position MDR services as an outcome-driven, cost-effective alternative to building and running an internal SOC.
• Schedule qualified meetings and hand over opportunities to Account Executives and Sales Engineers.
• Maintain accurate and up-to-date records in CRM (e.g. Salesforce), including lead status, qualification notes, and next steps.
• Work closely with sales, marketing, and channel teams to align on campaigns, target accounts, and messaging.
• Research target accounts, industries, and threat landscapes relevant to MDR.
• Track competitor positioning and customer objections related to MDR, SOC, SIEM, XDR, and MSSP services.
• Provide feedback to marketing and sales leadership on market trends and lead quality.

Requirements

• Bachelor’s degree in Business, IT, Cybersecurity, or a related field.
• Cybersecurity or sales certifications are a plus
• 1–2 years of experience in an SDR or Inside Sales, preferably in cybersecurity, MSSP, or SaaS.
• Exposure to selling or qualifying security services such as MDR, SOC-as-a-Service, SIEM, XDR, EDR, or incident response is a strong advantage.
• Experience engaging with CISOs, CIOs, IT Managers, or Security Leaders is preferred.
• Strong communication and discovery skills; able to articulate complex security concepts in business terms.
• Comfortable with high-volume outbound activity and consultative conversations.
• Ability to understand and position risk-based security services rather than point products.
• CRM proficiency and disciplined pipeline management.
• Self-motivated, resilient, and target-driven.