Business Development Representative

Ascera · Clearwater, FL

Base: Not disclosed
OTE: Not disclosed
Quota attainment: Not disclosed
Posted: 3mo ago

Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.

Ask: “What percentage of fully ramped reps hit quota last year?”

Still open · checked 1h agoon Ascera's careers page

Apply on Ascera →

The job

Who you'd sell to: Still reading the posting. Check back within the hour.
Where deals come from: Not stated in the posting.

The Braun Read

Proceed with caution

A few things here deserve a hard look before you spend time on it.

Pay: No pay listed at all.
Transparency: Says nothing about quota, attainment, deal size, territory or sales cycle.
Pipeline: Doesn't say where pipeline comes from. Ask.
Time on market: Open 102 days. Ask why it's been hard to fill.
Company hiring: 2 sales roles open, hiring at a steady pace.

Red lights

None spotted.

Yellow lights

Open 90+ days. This role has been posted for three months or more. Ask why it's been hard to fill, and whether anyone left it.

Green lights

None spotted.

Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.

Questions to ask on the first call

Built from what this posting leaves out. How they answer tells you as much as what they say.

1.
This role has been open a while. What's made it hard to fill?
The answer tells you what candidates saw that made them walk.
2.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
3.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
4.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
5.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
6.
Why is this role open? Did someone leave, or is it new?
New headcount is growth. A replacement means someone left. Ask why.

› When the offer comes

Save these for later. They land better once they've said yes to you.

1.
Can I see the full comp plan in writing, including clawbacks and accelerators?
What's in writing is what gets paid. Read it before you sign.
2.
Can I see the actual comp distribution for the team last year, not just the OTE?
The spread shows what most reps really take home. OTE is just the target.
3.
I'd be walking away from earned commission to join. Is there room for a sign-on bonus to help cover that?
Leaving money behind is a fair reason to ask. The worst answer is no.

Josh's top five questions for any sales interview →

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Full posting

Own The Role: 112Cyber is seeking to expand our sales organization! We are one of the fastest-growing and most respected channel partners of Splunk and have expanded into CMMC Cyber Risk and Compliance. In this role, you will be instrumental in identifying and engaging potential clients and driving sales opportunities with Defense Industrial Base (DIB) companies to support their CMMC and/or NIST 800-171 compliance efforts. You will play a significant role in qualifying opportunities and building customer interest. All the while working for a company that will help you grow your career. *This is a hybrid opportunity in the St Pete/Clearwater area* How You’ll Drive Success: - You will play a significant role in qualifying opportunities and building customer interest with the support of our marketing function that produces content, webinars, in-person events, and mass email marketing to provide engaged marketing qualified leads. - Engage and progress leads using a multi-channel outreach strategy, including personalized emails, phone calls, and social media messages or connection requests. - Participate in industry conferences and represent the company as a booth speaker. - Develop an understanding of 112Cyber’s offerings, as well as additional software solutions. - Schedule qualified discovery meetings for Sales Account Executives to further qualify and manage sales opportunities. - Execute a consistent follow-up strategy while maintaining clean, accurate CRM data. - Find new opportunities and quickly develop rapport with new clients. - Work closely with sales and marketing to provide better insight into the success of the business development activities that are being run at the same time as generating new pipelines. Requirements To Be Successful: - Passion for sales. - Drive, initiative, high energy; ability to collaborate in a team environment. - Strong organizational and follow-up skills. - Excellent written and verbal communication skills. - Highly developed interpersonal skills with the ability to interact with all levels of an organization. - Minimum 1 year of experience in a business development role. - Experience with Salesforce or HubSpot is preferred. Benefits Why 112Cyber? - The chance to be part of a winning team and a premier C3PAO and RPO. - Competitive salary and OTE. - Comprehensive medical, dental, and vision plans. - 401(k) with company match. - Annual PTO and CTO. - Catered lunches. - Significant Training, Development and Certification attainment. - Opportunity for long-term career advancement. - Your contributions are felt and recognized by our growing company. About 112Cyber: 112Cyber is an industry recognized C3PAO (Certified Third-Party Assessor Organization) dedicated to assisting organizations in effectively identifying and managing cyber risks while ensuring compliance with industry standards, federal laws, and regulations.

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