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.

If you share our enthusiasm for the future of our company and are eager to contribute to our vibrant workplace, we look forward to receiving your application! Our comprehensive benefits encompass your health, financial well-being, and overall wellness, and we are committed to providing an exceptional work environment, enriching employee programs, and fostering a remarkable company culture. At our core, we champion values such as transparency, curiosity, respect, and above all, the pursuit of enjoyment.

In addition, we offer a range of appealing perks, including:

A Professional Development Budget

Dedicated Wellness Days and Wellness Week

A Lifestyle Spending Account

An Employee Recognition Program

Join us in shaping the future of our organization, where your talent and dedication can truly thrive. We invite you to apply and become a valuable member of our team!

BlueCat is an Equal Opportunity Employer that is committed to inclusion and diversity. We also take affirmative action to offer employment and advancement opportunities to all applicants, including minorities, women, protected veterans, and individuals with disabilities. BlueCat will not discriminate or retaliate against applicants who inquire about, disclose, or discuss their compensation or that of other applicants.

We may use artificial intelligence (AI) tools to support parts of the hiring process, such as reviewing applications, analyzing resumes, or assessing responses. These tools assist our recruitment team but do not replace human judgment. Final hiring decisions are ultimately made by humans. If you would like more information about how your data is processed, please contact us.