Sales Development Representatives (SDRs) are responsible for identifying and creating new qualified sales opportunities in Target Accounts for their regional sales managers. The SDR coordinates with their RSM 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 and opportunities:

  • Interact with prospects via telephone and email
  • Research accounts, identify key players, generate interest and develop accounts to stimulate opportunity
  • Disseminate opportunities to appropriate RSM, 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¬†

Required Skills/Experience

  • 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
  • Pre-call planning
  • Opportunity qualification and objection handling
  • Call structure and control
  • Time and territory management
  • Proven track record achieving measurable inside sales/sales development goals in an automated sales environment where accurate entry and management of lead data in a CRM system was required
  • 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)
  • Sales training and salesforce.com experience a plus
  • 4-year College degree required

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