Sales Development Representative

BlueCat provides a suite of solutions that help network, security, applications, and cloud and DevOps teams optimize the IP environment for outcomes that drive your business forward. At BlueCat, we take immense pride in our award-winning culture, an integral part of our identity. We are proud recipients of several prestigious accolades, including the "Great Place to Work" certification. By becoming a part of our team, you not only join a company at the forefront of technology but also become an integral member of Canada's top workplaces in various categories, including Technology, Today's Youth and Women, and Mental Health and Inclusion. The Role  As a Sales Development Representative (SDR) at BlueCat, you will drive pipeline generation within a defined geographic territory.  This is a quality-driven sales development role focused on building well-qualified opportunities that are positioned to advance through the sales cycle.  You will engage inbound opportunities and execute strategic outbound outreach, lead thoughtful discovery conversations, create strong Stage 0 opportunities, and collaborate closely with Account Executives to ensure early-stage alignment and momentum.  Once an opportunity is created, the Account Executive assumes ownership. However, you remain engaged to support opportunity momentum and assist with customer re-engagement when necessary.  Success in this role is measured by opportunity progression and overall pipeline impact — not just activity levels.    What You’ll Do  Generate new pipeline within your assigned geographic territory  Engage inbound leads and execute outbound outreach across organizations in your region, prioritizing opportunities based on strategic fit and potential impact  Lead discovery conversations with technical leaders (Infrastructure, Network, Security) and senior decision-makers (Director, VP, and C-level where appropriate)  Uncover business priorities, operational challenges, and buying dynamics  Create well-qualified Stage 0 opportunities supported by defined business or technical drivers, identified decision-makers, timeline signals, and a clear next step  Transition opportunities to the aligned Account Executive with strong context and documentation  Maintain thorough and actionable notes in Salesforce, including discovery insights and agreed next steps  Partner closely with Account Executives to maintain alignment and visibility into early-stage activity  Monitor opportunity momentum and assist with re-engagement if progress stalls  Contribute to improving conversion rates and overall pipeline health within your region    What Success Looks Like  Consistent creation of high-quality Stage 0 opportunities  Strong conversion of SDR-created opportunities into Stage 1 and continued advancement  Clear, actionable discovery documentation that enables efficient AE execution  Effective collaboration and trust with Account Executives  Proactive follow-through when opportunities lose momentum  Disciplined CRM hygiene and thoughtful territory management    What We’re Looking For  We’re looking for individuals who want to build a long-term career in sales and thrive in a structured, collaborative environment.  You are:  Comfortable engaging both technical professionals and executive leaders  Curious and able to connect technical challenges to business impact  Thoughtful in how you qualify and document opportunities  Accountable within a territory-based model  Organized and disciplined in CRM usage  Coachable and motivated to continuously improve  Background  1+ years of experience in sales, business development, or a customer-facing role  Experience in B2B technology preferred  Exposure to infrastructure, cybersecurity, networking, or SaaS is a plus  Experience working within a geographic territory model is helpful    Why This Role Matters  Pipeline quality drives revenue predictability and sales velocity at BlueCat.  The Sales Development Representative plays a critical role in shaping opportunities to enter and progress through the sales cycle. You will directly influence territory performance while gaining exposure across a diverse range of organizations within your region.