At HUMAN, we are all about keeping it human. We are the global leader in bot mitigation. We protect more than 200 enterprises—including the largest internet platforms—from sophisticated bots by verifying the humanity of nearly ten trillion online interactions every week. The most sophisticated bots look and act like humans when they click on ads, visit websites, fill out forms, take over accounts, and commit payment fraud. We stop them.

Founded in 2012 in a Brooklyn sci-fi bookstore, our Bot Mitigation Platform protects enterprises from the sophisticated bots that threaten them. It’s an ongoing war that we fight passionately every day. Join our mission to stop bots, disrupt the economics of cyber crime, and keep it human.

About the role:

Enterprise Development Representatives (EDR’s) are responsible for supporting the sales results of HUMAN by conducting targeted outreach and nurturing campaigns to prospective enterprises through a mix of inbound leads and outbound prospecting. As part of our Global Demand Generation Team, you will serve in the critical role as the first point of contact with potential buyers. EDR’s serve in the critical role as the first HUMAN connection with potential buyers. To be successful, you will creatively connect with business prospects through excellent phone, written and video communications skills, while working in a fast-paced team environment. Your initial target outcome as an EDR will be to book appointments on behalf of the Sales team in which you’ll align. Once trained on our product portfolio and have demonstrated success, your role will evolve to include high-level discovery to ensure that only Enterprise accounts matching key readiness and product fit criteria progress to Sales. 

What you’ll be doing:

• Manage inbound flow of leads from a variety of digital and event sources as well as executing outbound “cold” prospecting initiatives
• Appropriately communicate product offering description, brand identity, and corporate value proposition
• Book appointments with prospects at ICP-focused accounts that are in alignment with target personas. 
• Meet or exceed EDR-sourced monthly completed meeting targets
• Leverage your industry knowledge and HUMAN tool set to research accounts, identify buying team members, generate interest and ultimately convert accounts to qualified sales opportunities
• Collaborate with other Marketing teams to ensure you have the most complete and updated toolbox of product and thought leadership content, event information and threat research
• Collaborate with teammates on outreach strategies, list development and messaging to drive qualified sales opportunities. Always look for ways to build up your team!
• Work with Demand and Sales teams on collaborative account-based experiences and tactics for engagement and outreach
• Attend events (all virtual right now) to hear session content first-hand, identify follow up opportunities and schedule meetings
• Creatively prospect for new accounts via internal and external tools (including video, social, phone and email)
• Work with RevOps to ensure integrity and upkeep of accounts in SalesForce

What we’re looking for:

• 3+ years of direct work experience in a sales or telesales capacity
• Demonstrated ability to convert prospects to meetings and achieve quotas or goals.
• Demonstrated ability to hold high-level discovery sessions with prospects
• High-level of care for data integrity, especially at the contact level
• Success in qualifying opportunities involving multiple key decision makers.
• Strong knowledge of sales principles, methods, practices, and techniques.
• Exceptional verbal and written communication skills.
• Passionate, self-motivated, with high initiative and an engaging level of enthusiasm.
• Competitive spirit that drives achievement of individual goals, while also supporting the team with its collective goals.
• Experienced with sales automation tools such as Groove, Outreach.io or SalesLoft
• Comfortable working remotely, yet still show intentionality with building relationships and success
• Experience in cybersecurity or martech/ad tech preferred, though not required.