Inside Sales Specialist

About ORDR

ORDR helps organizations understand every connected asset, prioritize risk, and turn intelligence into action. Our platform combines device intelligence, segmentation, and multi-agent AI to help security, networking, and biomedical teams protect critical environments and simplify operations.

About the Role

You’ve built a strong foundation as an SDR over the last 2-3 years at a cybersecurity company, and you’re ready for the next strategic step in your sales career.

As an Inside Sales Specialist at ORDR, you will move beyond only high-volume meeting booking to leading deep discovery conversations and developing enterprise accounts. You will identify and engage prospects, understand their complex security needs, build relationships, and advance opportunities until they are ready for a Sales Director to lead the commercial engagement.

Working closely with experienced sales and technical teams, you will uncover enterprise business challenges, engage senior stakeholders, and recognize when an opportunity is ready for the next stage. We are looking for a highly curious, articulate professional who is ready to take greater ownership of the early-stage strategic sales process.

This role offers a distinct path toward a full Account Executive position over time based on performance, readiness, and business needs.

What You’ll Do

• Strategic Account Research: Research target accounts and identify relevant security, IT, networking, and biomedical stakeholders.
• Multichannel Engagement: Engage prospects through hyper-personalized email, phone, LinkedIn, and other approved channels.
• Inbound & Outbound Pipeline Execution: Secure first meetings with new prospects through account-based outbound outreach and high-intent inbound inquiries, events, and marketing campaigns.
• Lead Discovery Conversations: Conduct initial discovery conversations independently or co-piloted with senior reps to understand customer challenges, current infrastructure environments, business priorities, and timing.
• Qualify Opportunities: Validate opportunities by identifying a relevant technical use case, compelling event, buying process, and agreed-upon next steps.
• Account Development & Nurturing: Nurture complex accounts through ongoing educational conversations and relationship building until ready to involve a Sales Director. Coordinate a seamless transition to keep accounts from stalling.
• Strategic Briefings: Brief Sales Directors on thorough account context, stakeholder needs, technical discovery findings, and clear next steps.
• Data Integrity: Maintain flawless account information, activity records, detailed qualification notes, and next steps within the CRM.
• Continuous Learning: Build deep expertise in ORDR’s platform, customer use cases, and the broader cybersecurity market.

Requirements

What You Bring

• 1 to 3 years of SDR/BDR experience strictly at a cybersecurity or highly complex B2B SaaS company, with a proven track record of meeting pipeline targets.
• A strong professional desire to transition from simple meeting generation to mastering discovery and strategic account development.
• Executive presence and elite communication skills, with the ability to make outreach relevant to highly technical personas.
• Intense intellectual curiosity—the ability to ask thoughtful questions, listen actively, and connect distinct customer pain points directly to business value.
• Exceptional organization, proactive follow-through, and attention to detail.
• High proficiency using CRM systems and modern sales engagement tech stacks.
• Strong commercial judgment regarding when to continue developing an account and when to hand off to a Sales Director.
• Helpful experience: Networking infrastructure, healthcare technology (HTM), or prospecting into large, complex matrixed organizations.

What Success Looks Like

Meeting your targets in this role isn’t about hitting random activity key performance indicators (KPIs); it is about running a highly strategic, high-quality pipeline engine. You will be successful in meeting your targets by mastering three core pillars:

Elite Quality Control: You don't just pass names over the fence to hit a quota. You meet your targets by ensuring every single prospect handed to a Sales Director has a verified budget or timeline, a real technical pain point, and the authority to move forward. High-quality discovery ensures a near-flawless conversion rate from meeting to active opportunity.

Tight Sales Director Alignment: You will treat your three assigned Sales Directors as your internal clients. By building a deep understanding of their specific territories, you will know exactly what a "win" looks like for them, allowing you to target and qualify the exact accounts they need to close revenue.

Flawless Handoff Execution: You hit your targets by setting our senior team up for success. This means providing clear, concise, and structured pre-meeting briefs that detail the prospect's current infrastructure gaps and motives, ensuring the Sales Director can walk into the meeting perfectly positioned to advance the deal.

Continuous Skill Progression: Success looks like moving from co-piloting calls to completely owning independent discovery over time. As your technical mastery of the cybersecurity landscape grows, your ability to naturally uncover deep pain points will make hitting your quarterly milestones a predictable habit.

Compensation: Annual salary: $110,000-$140,000 (Base + quarterly bonus structure tied to pipeline milestone targets)