Sales Development Representative I

Security and operations teams face more data, more alerts, and less time. Sumo Logic helps them turn that data into action with AI-powered SIEM and log analytics in a single platform. As a sales development representative (SDR), you start those conversations. You’ll connect with security and cloud operations leaders and practitioners to learn what slows their teams down, and show how Sumo Logic can help. You’ll hand qualified opportunities to our account executives and build the foundation for a successful sales career. What you'll do Communication is the heart of the role. You’ll write concise, relevant outreach, lead confident discovery calls, and present Sumo Logic’s value in plain language. You will target personas such as a SOC analyst, a cloud engineer, or a CISO. You’ll adapt your message to each of them and explain technical ideas clearly enough to earn trust, whether you’re on a call, in an email thread, or on video. Research target accounts and identify the right contacts in security, IT, and cloud operations. • 80% Outbound / 20% Inbound Focus • Run outbound campaigns across email, phone, LinkedIn, and events. • Work with Sales AE to assist and support opportunity progression • Respond quickly to inbound leads and qualify them for fit, need, and timing. • Tailor your outreach to each persona, from CISOs to SOC analysts to SREs. • Book meetings and hand off clear, well-documented opportunities to account executives. • Record every activity in Salesforce and your sales engagement tools. • Partner with marketing, account executives, and sales engineers on account plans and campaigns. • Share what you learn from buyers to sharpen our messaging. What you bring - Key Expectations The best SDRs listen first. You’ll ask thoughtful questions, stay curious about each team’s challenges, and pay attention to what’s said and what isn’t. That means surfacing the real issues behind alert fatigue, tool sprawl, slow investigations, and rising costs. Then you’ll connect them to how Sumo Logic helps. You’ll capture what you learn and hand it off cleanly, so the next conversation picks up where yours left off. • Ability to write clear, concise outreach and hold a good phone conversation. • Curiosity about security, cloud, and data. You don't need to be an expert, but having a base level of technical knowledge is preferred. • Resilience and a willingness to take coaching. • Organization and the discipline to follow a process. • Comfort with CRM and sales tools (Salesforce, Outreach, Salesloft, ZoomInfo, or similar). • [0–2] years in sales, customer-facing, or business development roles. Related experience counts, including retail, hospitality, military, and support roles in and outside of the technology industry. Preferred: familiarity with SIEM, observability, or cybersecurity concepts, and prior B2B SaaS experience. Growth at Sumo Logic You’ll grow quickly here if you’re coachable, resilient, and motivated by learning. You’ll build fluency in SIEM, observability, and the Sumo Logic platform. You’ll also sharpen how you research accounts, prioritize outreach, and refine your approach using data and feedback. You’ll do it all on a collaborative team that values curiosity, accountability, and real customer connection. Structured onboarding on our platform, our buyers, and security fundamentals. • Weekly coaching, call reviews, and a clear promotion path. • Typical progression: SDR, senior SDR or team lead, then account executive in [12–18] months, based on performance. • Access to Sumo Logic training and certifications. How we work This is a hybrid role based in Austin, TX with 3 days a week in office. Occasional travel may be required for events, team gatherings, and trainings. All travel must be approved in ad