Segura®

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Sales Development Coordinator - SDR [Remote-BR]

About the Role

We are looking for a Sales Development Coordinator who is data-driven and passionate about building scalable pipeline generation engines. In this role, you will lead and optimize our SDR/BDR operation across Inbound, Outbound, and VAR Channel motions, helping transform qualified demand into high-quality sales opportunities. Operating in the cybersecurity market and engaging with C-level technical buyers, including CISOs, you will drive process excellence, coaching, funnel optimization, and operational efficiency to maximize pipeline generation and revenue growth.

Key Responsibilities

  • Sales Development Operations: Lead and optimize SDR/BDR activities across inbound, outbound, and channel-generated leads, ensuring a scalable and predictable pipeline generation process.
  • Funnel Performance & Analytics: Monitor key funnel metrics, identify conversion bottlenecks, and leverage CRM data and dashboards to continuously improve pipeline performance.
  • Playbook & Outreach Strategy: Develop, test, and standardize multi-channel prospecting playbooks, cadences, messaging frameworks, and persona-based outreach strategies tailored to technical decision-makers.
  • Coaching & Enablement: Conduct regular call reviews, provide structured coaching, implement qualification methodologies (such as MEDDICC-lite and SPIN), and continuously improve team performance.
  • Cross-Functional Alignment: Partner closely with Marketing, Sales, and Channel teams to ensure efficient lead routing, SLA compliance, campaign attribution, and accurate pipeline reporting.
  • Performance Management: Track team KPIs, analyze productivity and conversion trends, establish improvement plans, and ensure consistent execution against pipeline generation goals.

Requirements

  • Strong experience as a top-performing SDR/BDR, SDR Team Lead, Sales Development Manager, or similar leadership role within B2B SaaS.
  • Hands-on experience managing both inbound and outbound prospecting motions.
  • Strong analytical skills with experience using CRM platforms (Salesforce, HubSpot, or similar), sales engagement tools, and reporting dashboards.
  • Deep understanding of pipeline generation, lead qualification, conversion metrics, SLA management, and sales funnel optimization.
  • Experience building playbooks, qualification frameworks, coaching programs, and scalable sales processes.
  • Excellent communication, coaching, and stakeholder management skills.
  • Advanced English.

Nice to Have

  • Experience in Cybersecurity, Identity Security, or enterprise software sales.
  • Familiarity with complex B2B sales cycles involving CISOs, IT leaders, or Security decision-makers.
  • Experience working with VARs, Channel Partners, or indirect sales models.
  • Background running structured A/B testing for messaging, cadences, and outbound strategies.

What we offer:

  • Hiring Model: “CLT”;
  • Health Insurance (no employee co-payment);
  • Dental Insurance (no employee co-payment);
  • Meal benefit | CAJU card (R$1,210.00/month);
  • Home office allowance (R$100.00/month);
  • Wellhub (Gympass);
  • Birthday off;
  • English classes 100% covered by the company;
  • ALURA access for technical and personal/professional development courses;
  • All necessary equipment to perform your activities;
  • 100% remote position, with the possibility to visit the São Paulo (Pinheiros) office when desired.
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