Senior Account Development Representative

The senior account development representative will prospect decision-makers and add leading manufacturers and designers of IoT, IoMT, IIoT, and OT systems to Sternum’s deal pipeline. Our customers make the most advanced products in the world and the job consists of researching them, understanding their products, needs, and pain, and communicating Sternum’s value across a range of security, observability, and regulatory use cases. The meetings resulting from these conversations start a relationship that the senior account development representative will be part of throughout the entire sales cycle.  The successful candidate will be able to arm themselves with the knowledge to speak at length with senior technical personas in the world of embedded devices, establish credibility, and convert the conversation into a discovery call.

Mentoring of our people, executive visibility and the C-level, use of ABM and other business development techniques – mass customization of outbound, for example – are built into the job. The position reports the Vice President of Sales and Business Development, giving it a seat at the table. Ultimately, the role will morph into an AE job.

Creativity, initiative, intellectual curiosity, a passion for technical sales, and work ethic are valued at Sternum. And rewarded. It helps to be at ease chatting with technical executives in the world of embedded software or security. And to have command of tonal matching, conversation prompts, active listening, and agile conversion.

The ideal candidate would have 1 – 3 years of experience as an SDR. It would be an advantage to be familiar with endpoint security and the world of embedded software.