Fractional CISO is a leading provider of cybersecurity consulting services, helping organizations protect their most valuable assets from evolving cyber threats. We are seeking a motivated and results-oriented Outbound Sales Lead (OSL) to join our dynamic sales team and drive new business opportunities.
Location: Newton, MA Reports to: VP of Business Operations
Job Summary:
The Outbound Sales Manager will play a crucial role in our growth by identifying and qualifying potential clients for our cybersecurity consulting services. This role requires a proactive and energetic individual with a proven track record in B2B sales development, particularly within the cybersecurity or technology consulting space. The ideal candidate will be adept at cold-calling, leveraging modern sales tools like LinkedIn Sales Navigator and 6Sense, and representing the company at industry events to generate leads and build a robust sales pipeline. The Outbound Sales Manager will be responsible for identifying and building targeted prospect lists, nurturing client relationships, and orchestrating AI-driven sales strategies to drive revenue growth. This role requires a blend of traditional sales skills, strategic thinking, and proficiency in leveraging AI tools to optimize sales processes and enhance client engagement.
Key Responsibilities:
Targeted Prospecting:
Research and build small, highly targeted lists of potential clients based on industry, company size, and specific needs aligned with our consulting services.
Utilize market research, CRM tools, and AI-driven analytics to identify high-potential leads.
AI-Driven Sales Orchestration:
Leverage AI tools (e.g., CRM platforms, predictive analytics, or automation software) to streamline lead generation, qualification, and follow-up processes.
Collaborate with the team to integrate AI technologies into sales workflows, ensuring efficient outreach and personalized client interactions.
Analyze AI-generated insights to refine sales strategies and improve conversion rates.
Client Relationship Management:
Engage with prospects through personalized outreach (emails, calls, social media, etc.) to build relationships and communicate the value of our consulting services.
Conduct discovery calls and meetings to understand client needs and propose tailored solutions.
Maintain and update client data in CRM systems to ensure accurate tracking of interactions and sales progress.
Sales Strategy and Execution:
Develop and execute sales plans to meet or exceed revenue targets.
Collaborate with the consulting team to align sales pitches with service offerings and client expectations.
Monitor sales metrics and KPIs, providing regular reports to leadership on progress and opportunities.
Market Awareness:
Stay informed about industry trends, competitor offerings, and emerging AI technologies relevant to sales and consulting.
Provide feedback to the team on market needs and opportunities to refine service offerings.
Other Responsibilities:
Qualify leads based on defined criteria (e.g., BANT – Budget, Authority, Need, Timeline) to ensure they are a good fit for our services.
Effectively articulate Fractional CISO’s value proposition and the benefits of our cybersecurity consulting services.
Nurture early-stage leads through consistent and relevant follow-up, providing valuable insights and resources.
Sales Collaboration & CRM Management: Schedule qualified meetings and discovery calls for Fractional CISO executives.
Maintain accurate and up-to-date records of all sales activities, prospect interactions, and lead status in our CRM system ( HubSpot).
Collaborate closely with the VP of Business Operations and the CEO to ensure a smooth handover of qualified leads and alignment on sales strategies.
Provide feedback to sales and marketing leadership on market trends, prospect feedback, and effectiveness of outreach strategies.
Industry Knowledge & Continuous Learning:Develop and maintain a strong understanding of the cybersecurity landscape, common threats, and industry best practices.
Stay informed about Fractional CISO’s consulting services, competitive differentiators, and target client profiles.
Qualifications & Experience:
Minimum of 2 years of experience in a Sales Development, Lead Generation, or similar B2B sales role.
Familiarity with AI tools for sales (e.g., HubSpot, Salesforce, LinkedIn Sales Navigator, or similar platforms).
Strong understanding of sales processes and the ability to leverage technology to enhance efficiency.
Demonstrable experience and success in cold-calling and outbound prospecting.
Proven experience utilizing CRM software (HubSpot preferred) for lead and pipeline management.
Proficiency with LinkedIn Sales Navigator for prospecting and social selling.
Experience with B2B intent data platforms, specifically 6Sense, is highly desirable.
Experience in event sales, including pre-event outreach, at-event lead generation, and post-event follow-up.
Knowledge or strong familiarity with the cybersecurity industry, its concepts, and the challenges faced by organizations. Experience in cybersecurity consulting sales is a significant plus.
Excellent verbal and written communication skills, with the ability to craft compelling and personalized outreach messages.
Strong active listening skills to understand prospect needs and pain points.
Self-motivated, results-driven, and possesses a strong sense of urgency.
Ability to work independently and as part of a collaborative team environment.
Resilient and able to handle objections effectively.
Strong organizational and time-management skills.
About Fractional CISO
Fractional CISO provides Virtual CISOs to organizations, helping its customers reduce their cybersecurity risk. Fractional CISO’s Virtual CISOs establish and maintain clients’ cybersecurity programs, policies and procedures, manage technical staff, perform gap and risk assessments, and manage compliance.
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