Sales Development Representatives (SDRs) are responsible for identifying and creating new qualified sales opportunities in Target Accounts for the Account Executives. The SDR manages the inbound lead activity in their territory, qualifying active buying interest and developing opportunity in prospect accounts. The SDR will also coordinate with their AE counterparts to determine the accounts that require research and prospecting activities to secure a sufficient flow of additional qualified opportunities. An implicit responsibility of the SDR is to conduct business dealings in a way that creates a superior prospect experience that will set the stage for effective sales follow-up, as well as future product sales.
Prospect, educate, qualify, and develop Target Accounts and inbound leads to create sales-ready leads
Interact with prospects via telephone and email
Research accounts, identify key players, generate interest and develop accounts to stimulate opportunity
Disseminate opportunities to appropriate AE, educating rep as necessary about the opportunity
Successfully manage and overcome prospect objections
Become a trusted resource and develop superior relationships with prospects
Update lead scoring and prospect interaction in salesforce.com to ensure efficient lead management
Consistently achieve qualified opportunity quotas to ensure territory revenue objectives.
Provide closed-loop feedback to ensure continuous process optimization
Proven track record achieving measurable inside sales goals in an automated sales environment where accurate entry and management of lead data in a CRM system was required
A self-starter with a track record of successful, credible lead follow-up and sales development at multiple executive levels within an organization; familiarity with marketing automation space a plus.
Opportunity qualification and objection handling
Call structure and control
Time and territory management
Ability to work in a high-energy sales team environment; team player
Positive and energetic phone skills, excellent listening skills, strong writing skills
The highest level of integrity
Proficient with standard corporate productivity tools (email, voicemail, MS Office)
• 4-year College degree required
Base salary + bonus